HAND BOOK

FOR BBA STUDENTS

DEPARTMENT OF MANAGEMENT SCIENCES

NATIONAL UNIVERSITY OF MODERN LANGUAGES (NUML)
SECTOR H-9 ISLAMABAD

Page i of 213
 Vision
To establish as a world-class business school acclaiming distinction for research based,
innovative and dynamic entrepreneurial approach to knowledge based business education
leading to a better society underpinned by conscious sense of social responsibility.

Mission

To develop business leaders by providing conducive environment to our students and staff
to conduct teaching and research in effective and innovative ways to bring practical
solutions to the industrial challenges and opportunities faced by business organizations at
national, regional and global level.
 Program Objectives
 Inculcating Critical Thinking and Decision Making.
 Nurturing the Organizational Management & entrepreneurial Competency.
 Building effective Communication and Leadership Skills.
 Inculcating Ethical Behavior and Social Responsibility.
 Exposure to Regional & Global Perspectives

Program Learning Outcomes

 Will be able to apply fundamental analytical and reflective thinking techniques to understand
industrial challenges and opportunities, comprehend varying options leading to effective decisions.

 demonstrate competency in the underlying concepts, theory and tools of Organizational management
& entrepreneurship taught in the undergraduate curriculum.

 display effective communication skills to achieve desired targets

 Articulate leadership skills by indulging into various activities.

 Identify, analyze and demonstrate on ground social responsibility areas involving different
stakeholders.

 Appreciate regional and global business related issues.

Alignment of program objective and outcomes with vision and
mission of the Department-(BBA-Program)

Vision Mission Program Objectives Program Learning Outcomes

To develop business  Inculcating Critical  Will be able to
To establish as leaders by providing Thinking and Decision apply fundamental analytical and
a world-class conducive Making. reflective thinking techniques to
business school environment to our understand industrial challenges and
acclaiming students and staff to  Nurturing the opportunities, comprehend varying
distinction for conduct teaching and Organizational options leading to effective decisions.
research based, research in effective Management &
innovative and and innovative ways entrepreneurial  Demonstrate competency in the
dynamic to bring practical Competency. underlying concepts, theory and
entrepreneurial solutions to the tools of Organizational
approach to industrial challenges
knowledge and opportunities
 Building effective management & entrepreneurship
Communication and taught in the undergraduate
based business faced by business curriculum.
Leadership Skills.
education organizations at
leading to a national, regional and
better society global level.  Inculcating Ethical  display effective communication
Behavior and Social skills to achieve desired targets
underpinned by
conscious sense Responsibility.  Articulate leadership skills by
of social indulging into various activities.
responsibility.
 Exposure to Regional &  Identify, analyze and demonstrate
Global Perspectives on ground social responsibility
areas involving different
stakeholders.

 Appreciate regional and global

business related issues.
 Table of Contents
Vision....................................................................................................................................................................... ii
Mission.................................................................................................................................................................... ii
Program Objectives..............................................................................................................................................iii
Program Learning Outcomes...............................................................................................................................iii
Alignment of program objective and outcomes with vision and mission of the Department-(BBA-Program)iv
HEC Minimum Criteria for BBA.........................................................................................................................7
LAYOUT FOR BBA (4-YEAR, 8-SEMESTER PROGRAMME)......................................................................8
SEMESTER-WISE BREAKUP............................................................................................................................9

Semester- I............................................................................................................................................................11
Course Title: Business Mathematics...................................................................................................................12
Course Title: Introduction to Information Technology.....................................................................................14
Course Title: Introduction to Accounting...........................................................................................................16
Course Title: Freshmen English I.......................................................................................................................19
Course Title: Introduction to Business...............................................................................................................21

Semester - II..........................................................................................................................................................23
Course Title: Business Statistics-1......................................................................................................................24
Course Title: Financial Accounting....................................................................................................................27
Course Title: Freshmen English II......................................................................................................................29
Course Title: Principles of Management............................................................................................................31
Course Title: Principles of Marketing................................................................................................................33
Course Title: Personal Management & Grooming............................................................................................38

Semester – III.......................................................................................................................................................40
Course Title: Islamic Studies...............................................................................................................................41
Course Title: Pakistan Studies............................................................................................................................43
Course Title: Business Statistic-II.......................................................................................................................45
Course Title: Cost Accounting.............................................................................................................................48
Title: Introduction to Business Finance.............................................................................................................50
Course Title: Microeconomics............................................................................................................................53

Semester – IV........................................................................................................................................................56
Course Title: Business Communication and Professional Speech....................................................................57
Course Title: Business Ethics..............................................................................................................................59
Course Title: Financial Management.................................................................................................................61
Course Title: Macroeconomics............................................................................................................................65
Course Title: Management Information System................................................................................................68

Semester - V..........................................................................................................................................................70
Course Title: Business Research Methodology..................................................................................................71
Course Title: Human Resource Management....................................................................................................74
Course Title: International Business..................................................................................................................76
Course Title: International Relations & Current affairs..................................................................................79
Course Title: Money & Banking.........................................................................................................................82

Semester – VI........................................................................................................................................................84
Course Title: Business Policy and Strategy........................................................................................................85
Course Title: Business Law.................................................................................................................................88
Course Title: Pakistan Economy.........................................................................................................................91
Course Title: Introduction to Social Sciences.....................................................................................................93
Course Title: Production and Operation Management.....................................................................................97
Course Title: Entrepreneurship........................................................................................................................100
Semester – VII....................................................................................................................................................102
Course Title: Strategic Marketing....................................................................................................................103
Course Title: Consumer Behavior.....................................................................................................................105
Course Title: Chinese Language-I....................................................................................................................109

Semester – VIII...................................................................................................................................................111
Course Title: Organizational Behavior.............................................................................................................112
Course Title: Business Psychology....................................................................................................................115
Course Title: Chinese-II.....................................................................................................................................117

Specialization Courses (Finance).......................................................................................................................119

Course Title: Financial Reporting and Analysis..............................................................................................120
Course Title: Corporate Financial Analysis with Microsoft Excel.................................................................124
Course Title: Financial Risk Management.......................................................................................................128
Course Title: Investment & Portfolio Management........................................................................................130

Specialization Courses (HR)..............................................................................................................................133

Course Title: Career Management and Planning............................................................................................134
Course Title: Compensation Structure Development......................................................................................137
Course Title: Job Analysis Performance Evaluation and appraisal...............................................................139
Course Title: Organizational Development......................................................................................................141
Course Title: Training and Development.........................................................................................................143
Course Title: Health and Safety Management.................................................................................................146
Course Title: Human Resource Information System (HRIS).........................................................................150
Course Title: Strategic Human Resource Management..................................................................................152

Specialization Courses (MARKETING)...........................................................................................................154

Course Title: Advertising & Promotion............................................................................................................155
Course Title: Brand Management....................................................................................................................159
Course Title: New Product Development.........................................................................................................162
Course Title: Personal Selling...........................................................................................................................165
Course Title: Retail Marketing.........................................................................................................................168

Specialization Courses (Supply Chain Management)......................................................................................171

Course Title: Inventory Management...............................................................................................................172
Course Title: Logistics Management................................................................................................................174
Course Title: Introduction to Supply Chain Management..............................................................................176
Course Title: Procurement................................................................................................................................178

Specialization Courses (Entrepreneurship)......................................................................................................181

Course Title: Entrepreneurial Finance...........................................................................................................182
Course Title: Entrepreneurial Marketing......................................................................................................184
Course Title: Social Entrepreneurship............................................................................................................186
Research Report.................................................................................................................................................188
(BBA-FYP)..........................................................................................................................................................188
 HEC Minimum Criteria for BBA
Twelve years of education is required for admission in BBA program.

Eligibility:
[Link] / ICS / [Link] with 45% marks / A-Level with 50% marks and having studied any one of the
subjects viz: Statistics, Mathematics, Physics, Economics, Computer Science OR Commerce. All HEC’s
conditions apply.

Selection Criteria:

 Selection is based on marks obtained in entry test conducted by department.

 Cut-off marks for merit is to be determined by the University.
o Criteria.
i. Precious Academic Career 20%
ii. Test Weightage 75%
iii. Group Discussion/Interview 05%

Admission Procedure
i. Issuance of Admit Card.

Applicants obtain their Admit Cards by visiting the Admissions Office with a copy of the
bank Challan. Applicants residing outside Islamabad can get the Admit Card by from website
around the time of admission process.

ii. Aptitude Test

The Aptitude Test is conducted on specified date announced on NUML website. The Admit
Cards issued to the applicants indicate the test center, date, and reporting time. Please make
sure to read all instructions given on the back of the Admit Card carefully. The applicants
should bring their Admit Cards along with a photo ID to be able to appear for the Aptitude
Test.

iii. Interview

Interviews are conducted for evaluating the level of maturity, academic aptitude, motivation,
interpersonal skills and career focus of the applicants. Candidates who pass the Aptitude Test
qualify for interview. Interview detail displayed on websites. Selected candidates are to report
to the venue at the designated date and time for the said activity.

Candidates are required to bring the following documents in original on the day of Interview:

a. Matriculation / 'O' Levels certificate with transcript / marks sheet

b. Higher Secondary School Certificate(Part I) / 'A' Levels (First year) certificate with
transcript / marks sheet

iv. List of Successful Candidates

Page 7 of 213
 The names of candidates who qualify the admission requirements will be notified through a
list on our website ([Link]). These candidates will get their Fee Challan.

As a prerequisite for issue of Fee Challan successful candidates are required to deposit the
transcripts bearing proof of their having met the minimum academic eligibility requirements
for the respective programs.

LAYOUT FOR BBA (4-YEAR, 8-SEMESTER PROGRAMME)

Compulsory General
Requirement Requirement Discipline Specific Requirement
(CR) (GR) Foundation courses (Core)
12 Cr
25 Cr Hrs 25 Cr Hrs 27 Cr Hrs 33-45 Cr Hrs Hrs
To be
selected
from area
1. International of
1. Freshmen Relation and 1. Financial 1. Financial specializati
English-I Current Affairs Accounting I Accounting II on
2. Freshmen 2. Principles of 2. Financial
English-II 2. Psychology Marketing Management
3. Oral 3. Business 3. Marketing
Communication 3. Sociology Finance Management
4. Business 4. Principles of 4. Production
Communication 4. Logic Mgt Operation Mgt
5. Pakistan Studies 5. Business Ethics 5. IT in Business
5. Management
6. Islamic 6. Pakistan Information
6. HRM
Studies/Ethics (for Economy System Elective
Non-Muslims) Courses
7. Environmental 6. Entrepreneur-
7. Mathematics I Science 7. Business Law ship
8. Business
Research 7. Consumer
8. Macro Economics 8. History Methods Behaviors
9. Language: 8.
9. Micro
9. Statistics-I Arabic/ French/ Organizational
Economics
Chinese Behavior
9. Money and
10. Others Banking
10. Business
Policy
11. Intl. Business
Page 8 of 213
 Managements
12. Cost
Accounting
13. Statistic-II
14. Research
Project

SEMESTER-WISE BREAKUP

[Link] Semester 1 Category [Link] Semester 2 Category

1 Business Mathematics CR 1 Business Statistics I CORE
Introduction to Information
2 Technology CORE 2 Financial Accounting CORE
3 Introduction to Accounting CORE 3 Freshmen English II CR
4 Freshmen English I CR 4 Principles of Management CORE
5 Introduction to Business CORE 5 Principles of Marketing CORE
6 Personal Management & Grooming GR

[Link] Semester 3 Category [Link] Semester 4 Category

1 Microeconomics CR 1 Business Ethics GR
Management Information System
2 Cost Accounting CORE 2 (MIS) CORE
3 Islamic Studies CR 3 Financial Management CORE
Business Communication &
4 Pakistan Studies CR 4 Professional Speech CR
5 Business Statistics II CORE 5 Macroeconomics CR
6 Introduction to Finance GR

[Link] Semester 5 Category [Link] Semester 6 Category

1 Money & Banking CORE 1 Business Policy & Strategy CORE
2 Human Resource Management CORE 2 Business Law CORE
International Relation &
3 Current Affairs GR 3 Entrepreneurship GR
4 International Business CORE 4 Introduction to Social Sciences CORE
5 Business Research Methods CORE 5 Production Operations Management CORE
6 Pakistani Economy GR

Page 9 of 213
[Link] Semester 7 Category [Link] Semester 8 Category
1 Strategic Marketing CORE 1 Organizational Behavior CORE
2 Foreign Language I (Chinese I) GR 2 Foreign Language II (Chinese II) GR
3 Consumer Behavior CORE 3 Business Psychology GR
4 Elective I SPCL 4 Elective III SPCL
5 Elective II SPCL 5 Elective IV SPCL

Page 10 of 213
 Semester- I

Course Code Courses Cr Hrs

BS - 111 Business Mathematics 3+0
CS - 111 Introduction to Information Technology 3+0
FIN - 112 Introduction to Accounting 3+0
HUM - 112 Freshmen English I 3+0
MGT - 111 Introduction to Business 3+0

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Course Title: Business Mathematics
Course Code: BS-111
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Basic arithmetic and algebra skills to Intermediate level.

COURSE DESCRIPTION/OBJECTIVES:
The course objectives are
 Understanding the mathematical functions, principles and techniques that are useful in business
management.
 Enhancement of students‟ competency in application of mathematical linear & quadratic
equations
In solving business management problems
 Understanding the concepts of matrices and its applications.
 Understanding the concepts of simple interest, compound interest, annuities, discounted cash
flows and its business applications
 Derivatives and its role in business and economic approach

INTENDED COURSE LEARNING OUTCOMES

Upon the successful completion of this course, you should be able to learn:
 Mathematical Function
 Building and solving linear and quadratic equations
 Types of functions
 Matrices and its applications
 simple interest, compound interest, annuities, discounted cash flows
 Determinants and its applications
 Derivatives & its business applications
PROVISION OF SOFT SKILL

The students will develop the skill to use applied mathematics to solve their business and financial
problems.
RECOMMENDED TEXT BOOK
Business Mathematics by [Link] 4th Edition
REFERENCE BOOKS
Business Mathematics by Gary Clendenen and Stanley A. Salman 13th edition

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 12 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Basic algebraic manipulations. Addition, subtractions, multiplication and addition of
algebraic terms, polynomials
1. 2. Basic Concepts of Equation, Linear equations containing 1 or more independent variables.
Operation on Linear Equations. Numerical Problems and Business relating applications.
(Chapter 2)
3. Slopes and its interpretation, y-intercept and its interpretations. X-intercept and its
interpretation. Graphical presentation of linear equations.(Chapter 2)
2.
4. Slopes and its interpretation, y-intercept and its interpretations. X-intercept and its
interpretation. Graphical presentation of linear equations. (Chapter 2)
5. Formation of linear equations using point slope form, Slope-Intercept form and two points form.
Interpretation of slope, x-intercept and y-intercept. (Chapter 2)
3.
6. Formation of linear equations using point slope form, Slope-Intercept form and two points form.
Interpretation of slope, x-intercept and y-intercept. (Chapter 2)
7. Simultaneous equations & their applications in business & economics, equations with two
unknown and its methods, their solutions & applications. (Chapter 3)
4.
8. Simultaneous equations & their applications in business & economics, equations with three
unknown and its methods, their solutions & applications. (Chapter 3)
9. Simultaneous equations & their applications in business & economics, equations with three
unknown and its methods, their solutions & applications. (Chapter 3)
5.
10. Simultaneous equations & their applications in business & economics, equations with three
unknown and its methods, their solutions & applications. (Chapter 3)
11. Revenue, Cost, Profit & its applications in Business problems. (Chapter 5)
6.
12 Revenue, Cost, Profit & its applications in Business problems. (Chapter 5)
13. Introduction to Break-Even Analysis, Concept of Break Even analysis, Business related
Problems. (Chapter 5)
7.
14. Introduction to Break-Even Analysis, Concept of Break Even analysis, Business related
Problems. (Chapter 5)
MID TERM EXAMS
MID TERM BREAK
15. Interests. Simple interests & applications. Simple discounts. Compound interests &
applications. Compound discounts. (Chapter 8)
8.
16. Interests. Simple interests & applications. Simple discounts. Compound interests &
applications. Compound discounts. (Chapter 8)
17. Annuities and its future value. Calculation of interests annually, semiannually, quarterly
and monthly. (Chapter 8)
9. 18. Annuities and its present value. Calculation of interests annually, semiannually, quarterly
and monthly. (Chapter 8)
19. Discounted Cash inflows, Net Present values. (Chapter 8)
10.
20. Matrix algebra, Operations on matrices. Inverse of a (2×2) & (3×3) matrix. (Chapter 9)
21. Matrix algebra. Cramer’s Rule for (2×2) & (3×3) matrix. (Chapter 9)
11.
22. Derivatives & its basic rules. (Chapter 15)
23. Derivatives & its basic rules. (Chapter 15)
12. 24. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
25. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
13.
26. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
27. Applications of derivative to maximize or minimize the cost, average cost or profit
functions. (Chapter 17)
14.
28. Applications of derivative to maximize or minimize the cost, average cost or profit
functions. (Chapter 17)
END TERM EXAMS

Page 13 of 213
Course Title: Introduction to Information Technology
Course Code: CS-111
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Computer Basics

COURSE DESCRIPTION/OBJECTIVES:

This course is designed to introduce the basic concepts and working of today’s Internet and its impact on
individuals, society and organizations. The topics covered in this course include wired and wireless
networks, software and hardware components, database fundamentals, desktop and web applications, human
computer interactions and some economic and legal issues related to modern age of computers.

INTENDED COURSE LEARNING OUTCOMES

After successful completion of this course, students will be able to

 Explain information technology and understand its role in the modern age society
 Identify the many uses for a computer
 Identify the communication networks
 Identify operating systems for workstations and servers
 Describe the purpose and functions of communication hardware
 Analyze information gathered online to solve a problem
 Understand the basic concepts of MS Office tools

RECOMMENDED TEXT BOOK

Using Information Technology 11th Edition by Brian K. Williams and Stacey Sawyer

REFERENCE MATERIAL
World Wide Web
“Computer Fundamentals” by P.K. Sinha
ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz/Assignment 4
Presentation 5
Project 5
More than 90% Attendance 3
Class 3
Participation/Behaviours
Total 20 20
Grand Total 100

Page 14 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Introductions to Computer Basics and IT
1.
2. Information Technology Basics and Importance
3. Email System (Theory)
2.
4. Practical demonstration of Email Systems
5. WWW,URL DNS System
3.
6. Internet and Internet Service Providers
7. Systems Softwares (OS,Device Drivers,Utility Programs)
4.
8. Application Softwares(Types and ways to obtain application softwares)
9. MS Word Practical(Getting started with word)
5.
10. MS Word Practical (Formatting text and paragraphs)
11. MS Word Practical (Adding Tables and Table of Contents)
6.
12 MS Word Practical (Inserting Graphics Objects)
13. MS Word Practical (Controlling Page Appearance)
7.
14. MS Word Practical (Preparing to Publish a Document)
MID TERM EXAMS
MID TERM BREAK
15. MS PowerPoint Practical (Customizing Design Template)
8.
16. MS PowerPoint Practical (Working with Media and Animation)
17. MS PowerPoint Practical (Customizing a SlideShow)
9.
18. MS Excel Practical (Getting started with Excel)
19. MS Excel Practical (Modifying a Worksheet)
10.
20. MS Excel Practical (Formatting a Worksheet)
21. MS Excel Practical (Performing Calculations)
11.
22. MS Excel Practical (Managing and Printing Workbooks)
23. Telecommunication
12.
24. Computer Networks
25. Cyber Threats
13.
26. Safeguarding Computers and Communication Systems
27. Presentations
14.
28. Presentations
END TERM EXAMS

Page 15 of 213
Course Title: Introduction to Accounting
Course Code: FIN 112
Credit Hours: 3+0
Course Instructor:

Prerequisites: None

Course Description:

Fundamentals of Accounting is a course that covers the fundamentals of accounting with the newcomer
in mind. Accounting is more than just memorizing terms and procedures. This course assumes students
have no prior knowledge about accounting or finance, and delivers lessons and examples to build
accounting skills. Specifically, this class addresses accounting terminology, revenue, expenses, net
income, the accounting equation, debits, credits, and balancing the accounting formula, the accounting
structure, the accounting cycle, journals, ledgers, the trial balance and more. It also guides students to
learn how to read financial statements properly, and how to grab meaningful information from the
balance sheet, income statements and cash flow statements.

Course Objectives:
The objective of the course is to provide an introductory knowledge of accounting to first-Semester
students. While a general overview of accounting principles relating to the preparation of financial and
managerial reports will be presented, the primary focus is to illuminate how accounting information is
utilized by a variety of stakeholders in planning, controlling and investing decisions.
After completing this course, students will have a solid understanding of accounting in today's world.
They will understand how and why financial transactions are documented, they will know what cash
flow is and how to improve it, and they will know what profit is, how it's interpreted, and what
influences its growth

INTENDED COURSE LEARNING OUTCOMES

By successfully completing this course, students will be able to:

 Identify why accounting is a necessary skill.
 Summarize the history of accounting.
 Identify and describe assets, liabilities and owners' equity.
 Recognize and compare the major financial reports.
 Describe and create a company's Income Statement.
 Compare and contrast a company's revenue, expenses, income, and retained earnings.
 Solve worksheet problems involving income statements, revenue, expenses, and net income.
 Identify the key elements of a Balance Sheet.
 Balance the accounting equation and properly chart debits and credits.
 Describe the key elements of bookkeeping.
 Avoid the pitfalls of bad bookkeeping habits.
 Describe the accounting cycle.

Textbook:

“FINANCIAL & MANAGERIAL ACCOUNTING (The Basis for Business Decisions’ - 15 th edition
(Chapter 1_5)

Authors:
 Robert F. Meigs
 Walter B Meigs
 Jan R. Williams
Page 16 of 213
  Susan F. Haka
 Mark S. Bettner
 Joseph V. Carcello
ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 7
Class Participation
More than 90% Attendance
Viva 8
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to Accounting.

1. 2. Accounting Information. Types of Accounting Information. Role of Accounting

Information in making decisions. Importance of Accounting Information for
internal and External users. Accounting Systems.
3. Basic Terms. Business and its types. Types of Accounts (Assets, Liabilities,
Capital, Expense and Revenue.
2.
4. Types of Accounts. Accounting Cycle. Accounting Period,Credit,Debit,Fiscal
Year,
5. How to balance the fundamental accounting equation; Debits and Credits; "T"
Accounting; Double Entry Accounting; Diagrams and Charts; Real World
Example;
3.
6. Transactions. Cash and credit transaction. Effect of Transactions on Accounting
Equation. Source Documents; General Journal. Journalizing the events of
increase in capital, increase and decrease in Assets and Liabilities.
7. General Journal. Accrual Basis Accounting Applying Matching Principle and
Realization Principle in recording expenses and Revenue.
4. 8. General Journal and its relationship to ledger. Posting (Process of transferring
information from the journal to the individual accounts in the Ledger. Types of
Ledgers.
9. Trial Balance, Its Uses and Limitations.
5.
10. The Accounting Cycle. Journal, Ledgers and Trial balance.
11. Financial Statements. Nature and general purpose of Financial Statements.
Relevant Accounting Principles
6.
12 Purpose of the Income Statement; Multi-Step Income Statement; What are
Retained Earnings, Revenue, Expenses, Net Income, Income Tax,
13. Statement of Retained Earnings and Classified Balance Sheet. Relation of
7. Income statement, Statement of Owners Equity and Balance Sheet.
14. Practice from journal to Balance Sheet. Accounting Cycle.
MID TERM EXAMS
MID TERM BREAK
15. Need for adjusting entries, Types of Adjusting Entries. The concept of
Depreciation. Accumulated Depreciation. Book Value. Contra Asset Account.
8.
Depreciate able Assets. Useful Life.
16. Converting Assets to Expenses; Prepaid Expenses, Accrued Expenses
9. 17. Converting liabilities to Revenue. Accruing uncollected revenue.

Page 17 of 213
 18. Adjusted trial balance. Purpose of Adjusted Trial Balance. Effects of Adjusting
Entries on Financial Statements
19. Preparing a Work Sheet and its uses.
10.
20. Closing The Temporary Accounts. Preparation of After closing Trial Balance.
21. GAAP(Generally Accepted Accounting principles)
11. 22. Introduction to Merchandising Concerns. Operating cycle of Merchandising
Companies
23. Journal Entries in Periodic & Perpetual Systems
12.
24. Accounting for Merchandising Concerns
25. Special cases in Merchandising Companies Net method.
13.
26. Special cases in Merchandising Companies Gross method.
27. Credit terms, Cash discounts, Returns of Unsatisfactory ,Merchandising Exercise
14.
28. Revision/Viva
END TERM EXAMS

Page 18 of 213
Course Title: Freshmen English I
Course Code: HUM-112
Credit Hours: 3+0
Course Instructor:

Prerequisites: None

COURSE DESCRIPTION/OBJECTIVES:
 To provide students coming from diverse backgrounds of commerce, science and humanities
language skills for effective oral and written communication.
 To produce coherent and appropriate oral and written sentences.

INTENDED COURSE LEARNING OUTCOMES:

After completing this course the students will be able to:
 To write coherently and cohesively.
 To tell and write stories.
 To write and reply letters.
 To write different types of essays.
 To read and interpret text written in English language.
 To listen and decipher spoken forms of English language.
 To pronounce words in English language correctly.
 To construct grammatically correct oral and written sentences.
RECOMMENDED TEXT BOOK:
1. English for Undergraduates by D. H. Howe
2. Oxford Practice Grammar by John Eastwood
REFERENCE BOOKS:
Available Books
ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 19 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Unit One of English for Under Graduates by D. H. Howe
1. 2. Word classes, phrases, clauses
3. Unit Two of English for Under Graduates by D. H. Howe
2. 4. Structures of English sentences. Individual students introduce themselves before the
class.
5. Unit Three of English for Under Graduates by D. H. Howe
3.
6. Definite and indefinite articles. Public speaking: My first day in NUML.
7. Extended Reading of English for Under Graduates by D. H. Howe
a. Early autumn
4.
b. Plan of Attack
8. Simple present tense
9. Unit Four of English for Under Graduates by D. H. Howe
5.
10. Loud reading of extracts from English newspapers.
11. Unit Five of English for Under Graduates by D. H. Howe
6.
12 Story telling in groups. Present continuous tense
13. Unit Six of English for Under Graduates by D. H. Howe
7.
14. Present perfect tense and present perfect continuous tense
MID TERM EXAMS
MID TERM BREAK
15. Unit Seven of English for Under Graduates by D. H. Howe
8.
16. Public speaking: My plans for future
17. Unit Eight of English for Under Graduates by D. H. Howe
9.
18. Simple past tense. Simple past or present perfect tense?
19. Extended Reading of English for Under Graduates by D. H. Howe
a. Presents from my aunt in Pakistan
10. b. Wedding in the Flood
20. Past continuous tense. Past simple or continuous?
21. Unit Nine of English for Under Graduates by D. H. Howe
11.
22. Past perfect. Past simple or past perfect?
23. Unit Ten of English for Under Graduates by D. H. Howe
12.
24. Reading of extracts from English newspapers.
25. Unit Eleven of English for Under Graduates by D. H. Howe
13.
26. Future tenses
27. Appendices I and 2 of English for Under Graduates
14.
28. Public speaking: The role of social media in our lives
END TERM EXAMS

Page 20 of 213
Course Title: Introduction to Business
Course Code: MGT-111
Credit Hours: 03
Course Instructor:

Prerequisites:
Proficiency in English language

COURSE DESCRIPTION/OBJECTIVES:

To acquaints the students with the business terminologies in the status of self-employment, employee or
employer. The course shall contribute in the professional and technical knowledge of students in the
academia and the business world.

INTENDED COURSE LEARNING OUTCOMES:

Upon successful completion of this course, students will be able to:

 Demonstrate an understanding of business concepts as a foundation for studying other

business subjects.
 Demonstrate an understanding of the forces that shape the business.
 Demonstrate an understanding of the major functions of business including
Management/Marketing.
 Describe the current business issues.
 Foster critical and analytical thinking.

RECOMMENDED TEXT BOOK:

Business, 10th Edition, Ricky W. Griffin and Ronald J. Ebert.

REFERENCE BOOKS:
 Global Business Today, 8th Edition, Charles W. L. Hill
 Case Studies of National and International Exposure.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation. 3
Présentations 3
Case Discussion 3
Practical Project 5
Total 20
Grand Total 100

Page 21 of 213
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Concept of Business and the Concept of Profit, Factors of Production
1.
2. Types of Business Organizations; Entrepreneurship; advantages and disadvantages
3. Partnership; advantages and disadvantages
2.
4. Corporation; advantages and disadvantages
5. Globalization; Levels of involvement; International Organizational Structures
3.
6. (Contd) International Organizational Structures
7. Barriers to International Trade.
4.
8. (Contd) Barriers to International Trade
9. Setting Goals and Formulating Strategy
5.
10. Management Process
11. Levels of Management, Areas of Management, Basic Management Skills
6.
12 Organizing the Business Enterprise; Organizational Building Blocks
13. Three forms of Authority, Basic forms of organizational structure.
7.
14. Review of contents covered for mid-term
MID TERM EXAMS
MID TERM BREAK
15. Foundations of Human Resource Management
8.
16. Developing the Workforce; Staffing the Organization
17. Training and Development , Compensation and Benefits
9.
18. New Challenges in Changing Workplace
19. Importance of Satisfaction and Morale, Concept of Motivation
10.
20. Classical Theory and Scientific Management, Human Resource Model
21. Two Factor Theory, Hierarchy of Needs Model
11.
22. Expectancy Theory, Equity Theory, Leadership Styles
23 Leadership Styles.
12. 24 Tools of Total Quality Management.

25 Marketing Environment.
13.
26 Marketing Mix.
27 The Product Life Cycle and BCG Matrix.
14
28 Review of contents covered in the session.
15 &16 END TERM EXAMS

Page 22 of 213
 Semester - II
CODE COURSE CREDITS
FIN-121 Financial Accounting 3
BS-122 Business Statistics-I 3
HUM-113 Freshman English II 3
MGT-121 Principles of Management 3
MKT-211 Principles of Marketing 3
Personal Management & Grooming 3

Page 23 of 213
Course Title: Business Statistics-1
Course Code: BS-122
Credit Hours: 3+0
Course Instructor:
Prerequisites:
Basic arithmetic and algebra skills to Intermediate level

COURSE DESCRIPTION/OBJECTIVES:
 This course provides an introduction to Probability and Descriptive statistics with applications.
Understand the Measures of Central Tendencies and Measures of Dispersion and discuss some of
the issues and problems associated with collecting and interpreting the concerned data, and basic
statistical studies.
 A deep understanding of formulas of Probability and the area where it is needed.
 Understand the concepts of Probability, Random variables and their Distributions, Discrete and
Continuous probability distributions, in particular the Binomial distribution and Normal
distribution.
 Understand the concepts of Estimation (Confidence Intervals) and Hypothesis testing for
population Averages and percentages. An introduction to linear regression is also the demand of
the course.
 The main objective is to provide students with the foundations to introduction to statistical
inference mostly used in business and economics.

INTENDED COURSE LEARNING OUTCOMES:

On completion of this course, students will be able to:
 Use and apply knowledge learn in sampling, data description and data presentation in a business
environment;
 Apply basic probability concepts and probability distributions as an aid to business decision
making.
 Demonstrate an understanding from the knowledge learn and apply some fundamental statistical
methodology to solve problems.

PROVISION OF SOFT SKILL:

The students will develop the skill to conduct case study project, apply statistical methods to
gather data and reach research based solutions.
RECOMMENDED TEXT BOOK:
1) Elementary Statistics: A step by step Approach by: Allan G. Bluman 5TH Edition
2) Statistics for Business and Economics by Paul Newbold, 6th edition
3) Walpole R. E. “Introduction to Statistics” 3rdedt ; Macmillan Publishing [Link] 1982.
REFERENCE BOOKS:
1) Kenkel J. L. “Introductory Statistics for Management and Economics” 3 rdedt. PWS-KENT
Publishing Company, Boston, 1989.
2) Freund J. E. “Elementary Business Statistics, the Modern Approach”, 6 thedt. Prenti Hall,
(1990).

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
Page 24 of 213
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100
COURSE CONTENT
WeekLecture TOPICS TO BE COVERED
1. Meaning of Statistics , Data and data gathering techniques, Variables and Constant,
Population , Sample, Parameter and Statistics
1.
2. Discrete and Continuous variable, Quantitative and Qualitative data
Primary and Secondary data ,Methods for the collection of Primary and Secondary data
3. Presentation of data , Frequency Distribution (class interval , class limits,
2. Class Boundaries, Class Marks, Numerical related with these concepts
4. Cumulative frequency, Relative frequency, Percentage frequency with numerical
5. Graphical representation. Bar diagram, Histogram, Frequency polygon with Numerical
3. 6. Measure of Central Location ,Arithmetic Mean, Median, Mode(for Ungrouped and
Grouped data) with related Numerical
7. Measure of Central Location ,Arithmetic Mean, Median, Mode(for Ungrouped and
Grouped data) with related Numerical
4.
8. Percentiles, Deciles and Quartiles, Relationship b/w mean, median, mode.
Shapes of Frequency distribution(concept of Symmetry and Skewness
9. Percentiles, Deciles and Quartiles, Relationship b/w mean, median, mode.
Shapes of Frequency distribution(concept of Symmetry and Skewness
5.
10. Measures of Dispersions , Significance of Measuring Variation ,
Absolute and Relative Variation, Standard Deviation, Variance, Coefficient of Variation.
11. Measures of Dispersions , Significance of Measuring Variation ,
Absolute and Relative Variation, Standard Deviation, Variance, Coefficient of Variation.
6.
12 Correlation analysis, concept, Pearson product-moment Correlation coefficient,
Positive ,negative and Zero correlation with Interpretation , Related Numerical
13. Regression analysis(Concept) regression equation of X on Y & Y on X. regression
Coefficients, Least square method, coefficient of determination & its interpretation
7.
14. Regression analysis(Concept) regression equation of X on Y & Y on X. regression
Coefficients, Least square method, coefficient of determination & its interpretation
MID TERM EXAMS
MID TERM BREAK
15. Basic Concept of Probability, Sample Space, Concept of mutually and non-mutually
exclusive events, Probability of an Event, Laws of Addition
8.
16. Basic Concept of Probability, Sample Space, Concept of mutually and non-mutually
exclusive events, Probability of an Event, Laws of Addition
17. Addition Law for Mutually and non-mutually exclusive events with numerical
Multiplication law for Independent and Dependent events with numerical.
9.
18. Addition Law for Mutually and non-mutually exclusive events with numerical
Multiplication law for Independent and Dependent events with numerical.
19. Concept of a Discrete Random Variables, Properties of discrete probability density
Function, Discrete Probability Distribution(Binomial, Poisson distribution)
10.
20. Concept of Mathematical Expectations (discrete case), Properties of Expectations with
numerical.
21. Concept of Mathematical Expectations (discrete case), Properties of Expectations with
numerical.
11.
22. Discrete distribution( Binomial distribution-concept, Properties of binomial distribution,
Mean and variance of binomial distribution, Related Numerical

Page 25 of 213
 23. Discrete distribution( Binomial distribution-concept, Properties of binomial distribution,
Mean and variance of binomial distribution, Related Numerical
12.
24. Discrete distribution( Poisson distribution) concept, Pdf of Poisson distribution,
Mean and variance of Poisson distribution, Related Numerical
25. Discrete distribution( Poisson distribution) concept, Pdf of Poisson distribution,
Mean and variance of Poisson distribution, Related Numerical
13. 26. Concept of a Continuous Random Variable, Continuous Probability
Distributions, Properties of continuous probability density Function, Continuous
distribution(Normal distribution-concept)
27. Concept of Normal distribution , Pdf of Normal distribution , Properties of Normal
distribution, Normal and Standard normal distribution , Related numerical of
14. Normal distribution
28. Concept of Normal distribution , Pdf of Normal distribution , Properties of Normal
distribution, Normal and Standard normal distribution , Related numerical of Normal
distribution
END TERM EXAMS

Page 26 of 213
Course Title: Financial Accounting
Course Code: FIN-121
Credit Hours: 3+0
Course Instructor:

Prerequisites: Fundamentals of Accounting.

Course Objective:

The role of financial accounting is the accumulation, analysis, and presentation of relevant financial data
of an enterprise to serve the needs of creditors, investors and other external decision makers. The
objective of this course is to familiarize the student with the basic concepts, standards and practices of
financial accounting. This course is designed to introduce advance concepts of accounting system. It also
helps the students to understand mechanics and design of accounting system in various forms of business
organizations. Phase II of Accounting procedures include Merchandizing transactions, Plant assets
depreciation, Bank Reconciliation Statement and preparation of company’s financial statements, analysis
and interpretation of financial statements, cash flows etc.

Key learning Outcomes:

Upon completion of the course student should be knowledgeable about the following areas:
 The objectives of financial reporting.
 The main users of financial reports.
 The kinds of decisions based on financial reports
 Limitations of financial reporting.
 The decisions that are made in financial reporting.
 Reading and understanding the basic financial statements.
 The impact of business transactions on financial statements.
 The linkages among the financial statements.

Textbook:

“FINANCIAL & MANAGERIAL ACCOUNTING (The Basis for Business Decisions’ - 15 th edition
(Chapter 1_5)

Authors:
 Robert F. Meigs
 Walter B Meigs
 Jan R. Williams
 Susan F. Haka
 Mark S. Bettner
 Joseph V. Carcello

Reference Books and Materials:

 Financial Accounting, 5th Edition, by Libby, Libby, and Short. Reference book.
 Principles of Accounting by M.A .Ghani. Reference book.

Page 27 of 213
ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 7
Class Participation
More than 90% Attendance
Viva 8
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Plant and Equipment and Depreciation.
1.
2. Categories of Assets
3. Depreciation Methods: Straight Line Method, Units of Out–PUT
2. Method.
4. Accelerated Depreciation Methods, Declining balance method.
5. Sums of year’s digit method, MACRS depreciation rates.
3.
6. Intangible Assets and amortization.
7. Natural Resources and Depletion
4. 8. Accounts receivables:
Accounts receivable & allowance for doubtful accounts
9. Writing off an uncollectible A/R by Aging method & Direct method.
5.
10. Marketable securities and their Accounting treatment.
11. Bank Reconciliation Statement
6. Cash equivalents, Lines of Credit. Internal Control for Cash.
12 Cash Book and Pass book
13. Comparison of bank statement and depositor’s records.
7.
14. Comparison of bank statement and depositor’s records.
MID TERM EXAMS
MID TERM BREAK
15. Partnership Accounting (Sohail Afzal book)
8
16. Profit & Loss appropriation Account
17. Partner’s Capital Accounts
9.
18. Income statement & Balance sheet for partnership
19. Stockholder’s Equity Transactions.
10.
20. Journal entries
21. Book, Par and market value concepts.
11.
22. Calculation of retained earnings and Dividends.
23 Types of stock (Preferred and Common stock)
12
24 Cash Flow Analysis
25. Preparation of Cash Flow Statement through Direct method
13.
26. Preparation of Cash Flow Statement through Indirect Method
27. Investing Activities & Financing Activities
14.
28. Discussion on problems and revision session.
END TERM EXAMS

Page 28 of 213
Course Title: Freshmen English II
Course Code: HUM-113
Credit Hours: 3+0
Course Instructor:

Prerequisites: Freshman English I

COURSE DESCRIPTION/OBJECTIVES:
 To understand the process of communication and its importance in professional and
administrative work.
 To communicate effectively both verbally and non-verbally in professional situations.
 To differentiate between communication inside and outside the organization.
 To prepare effective written and e mail messages.
 To execute the importance of interpersonal communication in meetings and working in
groups keeping in view the importance of self-disclosure and feedback.

INTENDED COURSE LEARNING OUTCOMES:

After the completion of this course the students will be able to:
 Understand the importance of communication in life and particularly professional situations.
 Identify various components and settings of communication.
 Execute principles of effective verbal and non-verbal communication.
 Identify various tools of communication inside and outside an organization.
 Plan and prepare effective messages.
 Write effective emails.
 Understand and implement the principles of interpersonal communication in business
meetings.
 Follow guidelines for self-disclosure.
RECOMMENDED TEXT BOOK:
1. Business English and Communication (8th edition) by Lyn R. Clarke
2. Business Communication: Strategy and Skill by Mary Munter
3. Effective Business Communication (International 7th edition) by Herta A. Murphy
4. Business and Administrative Communication (5th edition) by Kitty O. Locker
5. Oxford Practice Grammar by John Eastwood
REFERENCE BOOKS
1. Business Communication (3rd edition) by Kitty O. Locker
2. Business Communication Today (7th edition) by Courtland L. Bovee
3. Communicate! (10th edition) by Rudolph F. Verderber

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 29 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Communication in our lives. Need for communication.
1. 2. Components and settings of communication. Loud reading of extracts of news on
business and economy from English newspapers.
3. Theories of communication. Active and passive sentences
2.
4. Why study business communication.
5. Verbal communication. Importance of language.
3.
6. How to speak clearly? Reading comprehension exercises from newspapers.
7. Nonverbal communication or NVC. Use of body motions in NVC. Conditional
4. sentences of type zero and one.
8. Use of self-presentation and environment in NVC.
9. Communication inside an organization. Written and oral forms.
5.
10. Vertical (downward and upward) and horizontal communication. Conditional
sentences of type two.
11. Communication outside an organization. Written and oral forms.
6.
12 Tools for communication outside an organization. Conditional sentences of type
three.
13. Effect of technology on business communication.
7.
14. E mail and e mail writing. All types of conditional sentences.
MID TERM EXAMS
MID TERM BREAK
15. Seven Cs of communication. Planning and preparing effective business messages.
8. 16. Layout and design of business letters. Use of must, need to, have to etc.
Public speaking: Poverty-causes and effects.
17. Organizational plan of positive or good news or neutral messages.
9. Practice of writing positive messages.
18. Prepositions. Public speaking: Pollution-causes and effects.
19. Organizational plan of bad news messages. Practice of writing bad news messages.
10.
20. Public speaking: Latest business trends
21. Organizational plan of persuasive messages. Practice of writing persuasive messages.
11.
22. Direct and indirect messages.
23. Interpersonal communication
12.
24. Listening, working in groups and meetings. Linking words
25. Conducting business meetings. Preparing agenda and writing minutes of the meeting.
13.
26. Roles of chairperson and participant in a business meeting
27. Guidelines for self-disclosure. Giving personal feedback.
14. 28. Styles of conflict management. Using communication skills in resolving conflict by
collaboration.
END TERM EXAMS

Page 30 of 213
Course Title: Principles of Management
Course Code: MGT-121
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Principles of management is a basic course as it is prerequisite for future courses.

COURSE DESCRIPTION/OBJECTIVES:
 Principles of management is a fundamental course of basic learning in business studies focusing on
definitions, differentiation and implication of learning concepts.
 To introduce the basic managerial functions of management: Planning. Organizing, leading and
controlling; Corporate social responsibility and ethics.
 To address the most pertinent issues of environment, culture and globalization likely to be
encountered in Organizational life and future by professionals especially in Pakistan.

INTENDED COURSE LEARNING OUTCOMES:

 Enhance the primary knowledge, basic concepts& analytical skills of students by developing
confidence and team learning.
 Familiarize the current social, cultural, economic, political and global challenges of management and
business world.
 Orient the students to modern management practices essentials for successful management of
multiple organizations.

RECOMMENDED TEXT BOOK:

Stephen P. Robbins, Mary Coulter, Management. 11th edition.
REFERENCE BOOKS:
 Courtland L. Bovee, John V Thill. Marian Burk Wood, George P. Thill, Management, international
Edition.
 Analytical discussions on “Seven Habits of highly Effective People” by Stephen R. Covey and “Six
Thinking Hats” by Edward Debono.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

Sr. # Items Marks
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Présentations 5
Class participation 5
Total 20
Grand Total 100

Page 31 of 213
COURSE CONTENT

Week Lecture
TOPIC TO BE COVERED
# #
1 Foundation of management. Definition Scope and Function of Management.
1
2 Different levels, Roles and Skills of Management, Management & Organization.
3 Current trends & Issues of Management; workforce diversity, globalization.
2
4 IT development, Knowledge Management, Innovation and Creativity etc.
5 Management theories and perspectives. Evolution of Management Theories.
3
6 Scientific Management, Administrative Management, Bureaucratic Management.
7 Behavioral theories, Hawthorne Studies, System Approach, Contingency Approach.
4
8 Organizational culture & environment: Different Views and Sources of Culture.
9 External & Internal Environmental Factors, Task & Mega Environment.
5
10 Corporate social responsibility, Views on CSR, value based management
11 Ethics in management, factors affecting ethics and improving ethical behaviors.
6
12 Decision making: Decision making process of eight steps and its Conditions.
13 Decision Making Errors and Biases, Types of Problems and Respective Decisions.
7 Foundation of planning: Conceptual View of Planning and its Purpose and
14
importance.
MID TERM EXAMS
MID TERM BREAK
15 Challenges and Types of Planning, Types and characteristics of Goals and Plans.
8
16 Developing Organizational Goals. Traditional Approach and MBO
Organizing; Foundation of Organizational Structure and design, Contingency
17
9 Factors.
18 Types of Organizational Structure, Departmentalization & Chain of Command.
Span of Control & Formalization, Centralization and Decentralization, Work
19
10 division
20 Mechanistic & Organic Organizations, Traditional & Contemporary Designs.
Environmental Uncertainty, Scanning and dynamism effects on Organizational
21
Design.
11
Leadership and management: Differences and Similarities, Who are Leaders? What
22
is Leadership?
23 Early Leadership Theories: Trait & behavioral theories, Different Leadership Styles.
12 Models of Leadership: Fielders Model, Path Goal Theory, Blanchard Situational
24
Theory.
Contemporary Theories of Leadership: Transactional, Transformational and LMX
25
13 Theory
26 Foundation of Control: Importance of Control, Control Process of different steps.
27 Elements, Approaches and Types of Controlling, Organizational Performance
14
28 Measures to Control Organizational Performance. Control Strategies for deviations.
END TERM EXAMS

Page 32 of 213
Course Title: Principles of Marketing
Course Code: MKT-211
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Introduction to Business
Course Objectives:

Principles of Marketing introduces you to the essentials of marketing (key concepts, methods of
analysis, strategies and tactics) critical to managing profitable customer relationships in today’s
dynamic and connected environment. Specifically, the course goals are:

 To understand the marketing concept.

 To recognize and suggest applications of the marketing concept.
 To identify implications of the marketing concept for the accounting, finance, research and
 development, purchasing, production, and personnel functions for marketing and service
 functions.
 To evaluate the effects of the marketing concept on the firm, consumers, and society.

Key Learning Outcomes:

The concepts and techniques learnt through this course will help students in a number of ways,
including:

 A comprehensive understanding of the basic principles and tools of marketing.

 A better understanding of other business-related courses in their undergraduate
programme.
 Making effective career choices.
 Marketing themselves more effectively in their professional and personal lives.
 Be more smart customers of goods and services.

Reference Material:

 Philip Kotler, Gary Armstrong, Ehsan Ul Haq Principles of Marketing,A South Asian
Perspective 13th edition, PEARSON.
 Marketing by Michael J . Etzel , Bruce J. Walker and William Stanton , International
Edition

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 33 of 213
Week # Lecture # TOPICS TO BE COVERED
1. Marketing: Creating and Capturing Customer Value
What Is Marketing?
Marketing Defined
The Marketing Process
Understanding the Marketplace and Customer Needs
Customer Needs, Wants, and Demands
Market Offerings— Products, Services, and Experiences
2. Customer Value and Satisfaction
1.
Exchanges and Relationships
Markets
Designing a Customer-Driven Marketing Strategy
Selecting Customers to Serve
Choosing a Value Proposition
Marketing Management Orientations
Preparing an Integrated Marketing Plan and Program
Building Customer Relationships
3. Capturing Value from Customers
Creating Customer Loyalty and Retention
Growing Share of Customer
Building Customer Equity
The Changing Marketing Landscape
The Uncertain Economic Environment
The Digital Age
Rapid Globalization
Sustainable Marketing—The Call for More Social Responsibility
2. The Growth of Not-for-Profit Marketing
4. Company and Marketing Strategy: Partnering to Build Customer
Relationships Company-Wide Strategic Planning: Defining Marketing’s
Role
Defining a Market-Oriented Mission
Setting Company Objectives and Goals
Designing the Business Portfolio
Planning Marketing: Partnering to Build Customer Relationships
Partnering with Other Company Departments
Partnering with Others in the Marketing System
5. Marketing Strategy and the Marketing Mix
Customer-Driven Marketing Strategy
Developing an Integrated Marketing Mix
Managing the Marketing Effort
Marketing Analysis
3. Marketing Planning
Marketing Implementation
Marketing Department Organization
Marketing Control
Measuring and Managing Return on Marketing Investment
6. Case Study Discussions
7. Analyzing the Marketing Environment
The Microenvironment
The Company
Suppliers
Marketing Intermediaries
Competitors
Publics
Customers
4.
8. The Macroenvironment
The Demographic Environment
The Economic Environment
The Natural Environment
The Technological Environment
The Political and Social Environment
The Cultural Environment Page 34 of 213
Responding to the Marketing Environment
9. Managing Marketing Information to Gain Customer Insights
Marketing Information and Customer Insights
Assessing Marketing Information Needs
Course Title: Personal Management & Grooming
Course Code:
Credit Hours: 3+0
Course Instructor:
Course Objectives:

Given that the corporate world is fast-moving, fast-changing, individuals within the work context must
learn the art of personal management through self-awareness and coping/ self-management skills.
Personal management lays the groundwork for future work performance. Without a strong foundation of
persona management, individuals are limited in ability to achieve high performance. This course is
designed to help students to develop self-awareness and make positive changes aimed at higher personal
effectiveness at the personal level, in interpersonal relationships, as well as at work.

Key Learning Outcomes:

After successful completion of this course, students will be able to

1. Demonstrate understanding of concepts and applications of personal management topics, such as

time management, stress management, emotional management, and anger management.
2. Demonstrate understanding of coping skills and techniques for the above.
3. Apply personal management skills in personal lives, and interpersonal lives.

RECOMMENDED TEXT BOOK:

‘Soft Skills’. Author: Manmohan Joshi.

‘The John Adair Handbook of Management and Leadership’. Editor: Neil Thomas.

Reference Material:

The instructor may provide additional cases, handouts, self-assessment quizzes and exercises, as
considered necessary.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5%
Assignements(s) & Présentation 8%
Class Participation 2%
Lab Work/Practical Project 5%
Any Other
Total 20 20
GRAND TOTAL 100

Page 35 of 213
COURSE CONTENT

Week Lecture
Topics to be covered
No No
1. Introduction to personal management – need and importance of personal skills.
1. Defining personality, its types + development
2.
3. Goal-setting + creativity, values
2. Exercise: SWOT analysis
4.
5. Listening skills + effective speaking + presentation skills, interviews
3.
6. Conflict resolution + overcoming communication barriers
7. Interpersonal relationships + types, uses, factors
4.
8. Accommodating different styles
9. Teams, comfort zones, assertiveness, high-performance teams
5.
10. Exercise: Comfort zones/ Assertiveness steps + Self questionnaire on Verbal Skills

11. Time management – priorities, time-audit, interruptions, planning,

6.
12 Exercise: The Adair urgency/importance matrix.
13. Revision/ case/ discussion/ exercise
7.
14. -do-
MID TERM EXAMS
8
MID TERM BREAK

15. Stress: definition, its signs + tackling the problem

9.
16. Exercise: Five-point test –‘how topped up are your batteries?’

17. Thinking skills – types, examples

10.
18. Categories of thinking – critical, creative.

19. Emotional intelligence – defining EQ/EI + Goleman’s model

11.
20. Exercise: The EQ self-assessment questionnaire

Positive psychology – introduction + positive organisation behaviour theory (POB)

21.
vs negativity at the workplace + the H-R-W Model (self-development)
12.
Introduction to self-efficacy, hope, optimism, resilience.
22. Exercise: ‘Half empty or half-full’ (short case, pg. 215 of Luthans’ book: OB)
23. Workplace etiquettes + work behaviour + personal etiquettes
13.
24. Exercise/ case
25. Project presentations
14.
26. -do-

27. Revision/ case/ discussion/ exercise

15.
28. -do-

END TERM EXAMS

Page 36 of 213
 Semester – III
CODE COURSE CREDITS
FIN-212 Cost Accounting 3
HUM-122 Islamic Studies
HUM-123 Pakistan Studies 4
MGT-123 Microeconomics 3
BS-123 Business Statistics-II 3
FIN-211 Introduction to Business Finance 3

Page 37 of 213
Course Title: Islamic Studies
Course Code: HUM-122
Credit Hours: 2+0
Course Instructor:

Prerequisites: Nil

Course Description:

a. Translation of Five selected Surahs

Students will have understanding about Quranic Surahs
b. Translation and Explanation of Five selected Hadiths
Students will be able to understand the hidden meaning selected Hadiths
c. Fundamental Doctrine of Islam.
Aware the students about the basic doctrines of Islam
d. Fundamental Human Rights.
Aware the students about the basic Rights of others to make them a useful member of
society.
e. Holy Prophet (SAWW) as a Role model .
Students will be able to know about the ethical behavior of Holy Prophet (SAWW)
f. Life of Holy Prophet (SAWW).
Inform students about the Life History of Holy Prophet (SAWW).
g. Kasb e Halal
Inform Students about the legal ways to earn livelihood.

Course Objectives:

1. Meet the criteria of HEC

2. Make a strong bond between the young students and Islam
3. Make them aware of their Rights & Duties
4. Make them understand the meanings of Quranic Verses & hadiths
5. Make them a good citizen as well as a good Muslim

Key Learning Outcomes:

 Students will be able to understand the meanings of Quranic Verses & Hadiths
 They will have a strong relation with Islam
 They will be aware of basic teachings of Islam

Textbooks (or Course Materials) with Edition:

Tafheem e Islamiat by Dr Prof M. Nawaz Chohdary

Islmic Education by M D Zafar
Islamic Studies by Rafique Mohammad.

Page 38 of 213
ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 15
2 End Term Exam 25
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 10 10
GRAND TOTAL 50

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. 1. Introduction
2. 2. Translation of five Surahs
3. 3. Translation & Explanation of selected hadiths
4. 4. Translation & Explanation of selected hadiths
5. Fundamental Doctrine o Islam
5.
6. Fundamental Human Rights
7. 7. Revision
MID TERM EXAMS
MID TERM BREAK
8. 8. Holy Prophet (SAWW) as a Role model
9. 9. Life of Holy Prophet (SAWW)
10. 10. Life in Makkah
11. 11. Life in Madina
12. 12. Ghazwat
13. 13. Importance of Kasb e Halal
14. 14. Revison.
END TERM EXAMS

Page 39 of 213
Course Title: Pakistan Studies
Course Code: HUM-123
Credit Hours: 2+0
Course Instructor:

Prerequisites: Nil
Course Description:
This course is comprehensively designed; including the history of the creation of Pakistan, the key role
players, progressing onto the inception of Pakistan. Along with the detailed analysis of resources of
Pakistan the course aims at covering the geopolitical and strategic importance of Pakistan
Course Objectives:
This course will help students understand and explain: Pakistan through various events, before and after
the inception, to be interpreted, analyzed and understood by the students. The course is deliberated to
strengthen the spirit of patriotism among the students.
After the completion of the course, the students will be able to: to give insights as to what events proved
to be progressive for Pakistan and which ones were perceived as undesirable and what impact did they
have on us as a nation, in history as well as in the future. This course aims the students to see Pakistan in
positive light and enable the students to become productive citizens of the country.

Key learning outcomes:

After completion of course, students shall be able to:
 Understand the History of Pakistan
 Understand the political system and constitutional developments of Pakistan
 Understand Pakistan in the contemporary world
BOOKS
 Afzal, M. [Link] Parties in Pakistan, Vol. I, II & III. Islamabad: National Institute
of Historical and cultural Research.1998.
 Akbar, S. Zaidi. Issue in Pakistan’s Economy, Karachi: Oxford University Press.2002.
 Dar,Saeeddudin Ahmed,Ideology of Pakistan .Islamabad:NIHCR.2002.
 Haq, Noor [Link] of Pakistan: The Military Perspective. Islamabad: National Commission
on Historical and Cultural Research.1993.
 Ishtiaq Husain [Link] Struggle For Pakistan, Karachi:University of Karachi.1974.
 Khan, Hamid. Constitutional and Political History of [Link]: Oxford University
Press.2009.
 M. Ikram Rabbani .Comprehensive Pakistan Studies. 2005.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 15
2 End Term Exam 25
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 10 10
GRAND TOTAL 50

Page 40 of 213
COURSE CONTENT

Lecture Topic Reading

Pakistan Studies as an Academic Discipline Group Discussions
1
What is State?
Ideology of Pakistan Ideology of Pakistan
The basis of the creation of Pakistan Dar, Saeeddudin
2
(Allah bad Address of Dr. Allama 1930
( Quaid-i-Azam Muhammad Ali Jinnah and Ideology of Pakistan)
Genesis of Pakistan  Lecture
3 Historical review of the needs and events of the origin  Presentations
Pakistan(1857-1947)
Historical review of the needs and events of the origin  Lecture
4 Pakistan(1857-1947)  Presentations
Historical review of the needs and events of the origin Class Discussions
5
Pakistan(1857-1947)
Historical review of the needs and events of the origin  Lecture
6 Pakistan(1857-1947)  Discussion
Quiz
Search for Viable Political System Constitutional and Political
7 Salient Features of the Constitutions History of Pakistan
Constitution of 1956 Khan, Hamid
Search for Viable Political System Constitutional and Political
8 Constitution of 1962 History of Pakistan
Constitution of 1973 Khan, Hamid
9 Mid-Term Exam Week
Economic Developments. Issue in Pakistan’s Economy
10 Economic Problems at the time of Independence Akbar, S. Zaidi
Major Industries of Pakistan
Five Years Plans Issue in Pakistan’s Economy
11
Akbar, S. Zaidi
12 Pakistani Society and Culture Presentations

 The Resources of Pakistan - Land & Natural Resources and Group Discussion
Human Resource
o Location and geo-strategic importance
13 o Social structure and cultural strengths & weaknesses
o Power potentials of Pakistan
o Human Resource

14 Pakistan’s Foreign and Defense Policies Lecture

15 Pakistan Relations with Other Countries Group Assignments
16 Pakistan In the Contemporary World Class Discussions
Revisions/Group
17 Course Revision
Discussions
18 Final – Term Exam Week
Page 41 of 213
Course Title: Business Statistic-II
Course Code: BS-123
Credit Hours: 3+0
Course Instructor:

Prerequisites: Business Statistics 1

COURSE DESCRIPTION/OBJECTIVES:

At the end of this course, students should be able to learn:

 The skills necessary to critically assess statistical results

 The development of a certain level of skepticism regarding some of the statements that we often
encounter about empirical economic phenomena.
 Focusing on using sample measures to infer about the characteristics of a population and
undertaking the task of estimating the key characteristics of the population.

 Proper testing techniques to determine whether or not various interesting assertions or statements
about the population are supported by the sample evidence.

INTENDED COURSE LEARNING OUTCOMES:

 Students come to known What is Statistical inference- Use basic Statistical operations in their
relevant field.
 Critical Thinking and Problem Solving - Evaluate information and solve problems.
 Personal Responsibility - Value one’s own skills.

PROVISION OF SOFT SKILL:

The students will develop the skill to draw conclusions about their population parameters and be able
to reach practical solutions.

RECOMMENDED TEXT BOOK:

1) Kenkel J. L. “Introductory Statistics for Management and Economics” 3 rd edt. PWS-KENT
Publishing Company, Boston, 1989.
2) Walpole R. E. “Introduction to Statistics” 3rd edt ; Macmillan Publishing [Link] 1982.

REFERENCE BOOKS:
Freund J. E. “Elementary Business Statistics, the Modern Approach”, 6th edt. Prentice Hall, (1990).
ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion

Page 42 of 213
 Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Page 43 of 213
Week # Lecture # TOPICS TO BE COVERED
1. Sampling Theory Population, Sample and Sampling, Parameter and Statistics,
and Types of Population.
1.
2. Homogeneous and Heterogeneous Population , Finite and Infinite Population
Sampling unit, Sampling Frame and Sampling Design. Aim of Sampling.
3. Sampling unit, Sampling Frame and Sampling Design, Aim of Sampling,
Advantages of Sampling.
2.
4. Uses of Sampling; Probability Sampling and Non-probability sampling,
Sampling with and without replacement.
5. Sampling Distribution and Standard Error, Sampling Error and Non-Sampling
Error, Estimation, Estimator and Estimate..
3. 6. Stratified Random sampling, Cluster Sampling, Systematic Sampling,
Judgment
Sampling, Quota Sampling, Convenience Sampling.
7. Stratified Random sampling, Cluster Sampling, Systematic Sampling,
Judgment
4.
Sampling, Quota Sampling, Convenience Sampling.
8. Sampling Distribution of Means
9. Sampling distribution of Proportions
5.
10. Sampling Distribution of difference between two means
11. Sampling Techniques: Simple Random Sampling, Methods to draw a simple
2
random sample, Verification of  x   ,  x 2   (with replacement) and
n
N n2
 x2  (without replacement).
N 1 n
6.
12 Sampling Techniques: Simple Random Sampling, Methods to draw a simple
2
random sample, Verification of  x   ,  x 2   (with replacement) and
n
N n2
 x2  (without replacement).
N 1 n
13. Introduction to multiple linear regression and its application in business
7. problems.
14. Fitting a multiple linear regression line and finding its coefficients.
MID TERM EXAMS
MID TERM BREAK
15. Statistical Inference: Estimation and testing of hypothesis. Estimate and
estimator, concept of point and interval estimation. Properties of a good
8. estimator.
16. Interval estimation: construction of confidence intervals with different levels of
significance
17. Confidence intervals for population mean when population variance is known
and when population variance is unknown for large and small sample sizes.
9.
18. Confidence intervals for difference between two population means when
population variance is known and for large and small sample sizes.
19. Confidence intervals for proportion and difference between two proportions for
large large and small sample sizes.
20. Testing of Hypotheses: Concept of hypothesis, types of Hypothesis: Null,
10.
Alternative, Simple and composite, Level of Significance, Test-Statistic, One
tailed and two tailed tests, Acceptance region and rejection region , General
Procedure for testing the population parameter.
21. Testing of Hypotheses: Concept of hypothesis, types of Hypothesis: Null,
Alternative, Simple and composite, Level of Significance, Test-Statistic, One
tailed and two tailed tests, Acceptance region and rejection region , General
11.
Procedure for testing the population parameter.
22. Tests (z & t) concerning the population mean when population variance is known
and when the population variance is unknown also for small and large sample sizes.
23. Tests (z & t) concerning the population mean when population variance
Pageis44known
of 213
and when the population variance is unknown also for small and large sample sizes.
12.
24. Tests ( Z-test ) concerning the difference between two population means when population
variance is known for large and small sample sizes.
25. Tests ( t-test ) concerning the difference between two population means(dependent
Course Title: Cost Accounting.
Course Code: FIN-212
Credit Hours: 3+0
Course Instructor:

PREREQUISITE:

Fundamentals of Accounting & Financial Accounting.

COURSE OBJECTIVES:

The aim of the course is to equip students with skills and knowledge to:
 Identify and calculate different types of costs (direct, indirect, variable, and fixed costs).
 Distinguish between job-costing, process-costing, and joint-costing systems.
 Determine the product cost by means of full- costing and direct-costing methods.
 Determine the product cost by means of historical (actual) and standard cost systems.

KEY LEARNING OUTCOMES:

On completion of this course, students will be able to:

 Explain cost management concepts, product costing techniques.
 State and evaluate choices between alternative product costing systems and methods in a cost-
benefit context.
 Develop an understanding of how to utilize cost data in planning and control.
 Apply Cost Accountants’ Codes of Ethics to resolve an ethical situation.
 Develop verbal and writing communication skills and teamwork ability.

REFERENCE BOOKS:

 Cost Accounting by Matz ,Usry 9th Edition Text book.

 Cost Accounting by Sohail Afzal for [Link]. Reference book.

ASSESSMENT INSTURMENT WITH WEIGHT:

Evaluation will be done on the following basis.

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 7.5
Assignements(s) 7.5
Class Participation/presentations 5

Total 20
Grand Total 100

Page 45 of 213
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. INTRODUCTION TO COST
1. 2. Difference b/w cost & expense.
Difference b/w financial & cost accounting.
3. COST, CONCEPTS AND CLASSIFICATION.
4. Component of product cost.
2. Component of period cost.
Changes in cost in cost in response to business volume.
Opportunity cost, Sunk cost Standard cost.
5. Cost of goods manufactured & sold statement.
3.
6. Cost of goods manufactured & sold statement through Reverse Method
7. Cost of goods manufactured & sold statement through formulas
4. 8. Multiple step income statement.
Balance sheet of a production concern.
9. GENERAL ENTRIES INCLUDING
 Material consumed in production.
5.  Labor cost incurred.
 Incurrence of Factory overhead cost in production
10. Completion Of Cost Accounting Cycle through journal entries.
11. Practice of journal entries
6.
12 COST ACCOUNTING CYCLE through T a/c ‘s
13. Posting entries in T a/c’s using single W.I.P a/c’s
7.
14. Posting entries in T a/c’s using three W.I.P a/c’s
MID TERM EXAMS
MID TERM BREAK
15. Job Order Costing: Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
8.
16. Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
17 Process Costing.
18 Types of product flow.
9.
Process adopted by different departments.
Cost of production report.
10. 19 Normal loss & abnormal loss in process costing.
20 Adjust loss in equivalent production, abnormal loss in FOH
11. 21 Material Costing
22 EOQ, Order size & frequency, Maximum & minimum limit
23 Safety stock, re order point, lead time
12
24. Factory Over Head
25. Capacity levels, theoretical, practical, actual & normal capacity
13.
26 FOH variance analysis
27 Overall, capacity & spending variance
14.
28. Revision
END TERM EXAMS

Page 46 of 213
Title: Introduction to Business Finance
Course Code: FIN-211
Credit Hours: 3+0
Course Instructor:

Course Introduction

This is a basic course in Business Finance for BBA program. The main objective of this course is to prepare
students to understand the language of business finance, the Corporate Objective and basic terminology of
Business Finance, the preparation of time value of money, present and future value of money, then how to evaluate
annuity concept in it. How to evaluate the capital projects, calculation of cost of capital and optimal capital
structure?

Key Learning Outcomes:

After successful completion of this course, students will be able;

o To understand the language and concepts used in Business Finance

o To understand the time value of money and their application in our life

o To analyze and interpret the basic valuation of long term securities

o To calculate present and future value of money and evaluate the capital projects
basic techniques

o To prepare the cash budget, sale budget. And purchase budget for company

Textbook:

a. Financial Management 13th Edition by Van C. Horne

b. Financial management by Brigham and Housten 13th edition

 You will be using first textbook as course book; so you must bring first book in every class
 You do not need to bring second one. We will have homework/assignments from second book.

Reference Material:

 One Case Study will be solved from each topic provided you in advance.

COURSE CONTENT

Week Lecture
No No
TOPICS TO BE COVERED
1 1 Introduction of Business (Link with previous subject ITB)
Forms of business organizations & their characteristics
 sole proprietorship
 partnership
Page 47 of 213
  Joint Stock Companies, Limited liability concept, Legal status and process of
their formation till IPO
 Difference between Pvt limited and Public Limited company
 Advantages and limitations of each business
 Hierarchy of a Company
Goal of the firm, difference between profit maximization and shareholders wealth
maximization, agency problems
Goals of a Financial Manager, Finance and accounting. What is financial
management? Difference between investing, financing and asset management
2
decisions. Formation of companies/financial statements of companies Solution to end
Questions (Van Horne Page 14)
Financial Markets, Money market vs capital markets; primary markets vs secondary
3
2 Market
4 Flow of Funds between different markets and role of Financial Intermediations
Concept of Time Value of Money, Discussion of Time Line its importance, Difference
5
3 between Present Value and Compound Value concept
6 Solution of Question for Simple and Compound Interest
7 Amortizing a Loan
4 Concept of Annuity, Different types of Annuities, Distinguish between an “ordinary annuity”
8
and an “annuity due
9 How to calculate the required rate of return in an Annuity
5
10 Effective interest verses compound interest. Questions and problems
Valuation of Long Term Securities, Basic Concepts of Valuations, Different Types of
11
6 Bonds on the Basis of Valuations
12 Valuation of Bonds (Solution of Relevant Questions Van Horne Chapter 4)
13 Concept of Yield to maturity, Yield to Call
7
14 Valuation of Stock, Different Types of Stocks on the Basis of Valuations
15 Discussion on Constant Growth model and Phase Growth model
8
16 How to calculate the required rate of return, Dividend Yield and Capital Gain Yield
17 MID TERM EXAMS
9
18 MID TERM BREAK
19 Midterm Paper display
10 Flow of Funds, Sources and Uses of Funds, Discussion of Fund Flow Statement and
20
its uses in business environment
Adjustments in Fund Flow Statement (Solution to relevant Questions from Van Horne
21
11 Chapter 7)
22 Discussion on Cash Budget and its importance

23 Preparation of Sale and Purchase Budget

12
Preparation of Forecasted Balance sheet and Income Statement with the Adjustment of
24
Cash
25 Capital budgeting, Different capital budgeting techniques.
13
26 Discounted verses non-discounted techniques. Payback period method
27 Internal Rate of Return Method, Problem of Multiple IRR
14
28 Net present value method, Profitability index
Adjustment of Deprecation and Taxes in saving to calculate the Free Cash Flow for
29
15 Capital Budgeting
30 Revision of the Course
END TERM EXAMS

Page 48 of 213
Page 49 of 213
Course Title: Microeconomics
Course Code: MGT-123
Credit Hours: 3+0
Course Instructor:

Course Description:

The purpose of the course is to give students a careful understanding of the principles of economics that
are applied to the functions of individual decision makers, both consumers and producers, within the
larger economic system.
In this course, students will learn to apply an analytical approach to the study of how individuals and
societies deal with the fundamental problem of scarce resources. This approach is applied to everyday
decisions faced by individuals as they try to maximize their utility, to businesses that try to maximize
profits and to the whole of society as it attempts to use its resources efficiently.

COURSE DESCRIPTION/OBJECTIVES:

 The major objective of this course is to provide an introduction to a broad range of economic
concepts, theories and analytical techniques to the students.
 It considers microeconomics - the analysis of choices made by individual decision-making units
(households and firms).
 The use of a market, supply and demand, model will be the fundamental model in which trade-
offs and choices will be considered through comparison of costs and benefits of actions.
 The course serves to develop reasoning and analytical skills among the students.

INTENDED COURSE LEARNING OUTCOMES

Upon successful completion of the course a student will be able to:

 Apply economic reasoning to the analysis of selected contemporary economic problems.
 Understand how households (demand) and businesses (supply) interact in various market structures
to determine price and quantity of a good produced.
 Understand the links between household behaviour and the economic models of demand.
 Represent demand, in graphical form, including the downward slope of the demand curve and what
shifts the demand curve.
 Understand the links between production costs and the economic models of supply.
 Represent supply, in graphical form, including the upward slope of the supply curve and what shifts
the supply curve.
 Understand the efficiency and equity implications of market interference, including government
policy.
 Understand how different degrees of competition in a market affect pricing and output
 Apply economic reasoning to individual and firm behaviour.
 Understand the meaning of marginal revenue and marginal cost and their relevance for firm
profitability.
 Understand the major characteristics of different market structures and the implications for the
behaviour of the firm.

RECOMMENDED TEXT BOOK

 ECONOMICS by Sameulson Nordhaus. 19th Edition. By McGraw Hills Publications
 Microeconomic Analysis by Hal Varian. 3rd Edition (Latest edition available).
REFERENCE BOOKS
 Modern Economic Theory: Micro and Macro Analysis by K.K. Dewett.

Page 50 of 213
ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 09
Assignements(s) 05
Class Participation 03
Présentations 03
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to the concept of Scarcity
Efficiency and Inefficiency
Micro & Macro Economics
1. Basic problems of Economic organization
2. Positive vs. Normative Economics
Production Possibility Frontier
Opportunity costs
3. Law of Demand, Deriving the demand curve
Shift in Demand curve and Movement along the curve
Determinants of Demand
2.
4. Law of Supply. Deriving the Supply curve
Shifts in Supply Curve and Movement along the curve
Determinants of Supply
5. Equilibrium of Demand & Supply
Effects of shift in Demand & Supply
3.
6. Introduction to the concept of Elasticity. Elasticity of Demand
Determinants of demand Mathematical calculation and diagrams
7. Elasticity of Supply. Determinants of supply
4. 8. Cross Elasticity of demand.
Impact of tax on price & quantities
9. Law of Diminishing Marginal Utility.
Law of Equi- Marginal Utility
5. 10. Income Effect & Substitution Effect.
Income Elasticity. Market Demand.
Paradox of value. Consumer Surplus
6. 11. Indifference Curve Analysis. Characteristics of indifference curves.
Indifference curve for substitutes, complementary goods

Page 51 of 213
 12 Concept of Budget line, Changes in Budget line due to Income change &
Price change.
13. Production Function
Total Product, Average Product & Marginal Product
7. Law of Diminishing Returns
14. Returns to Scale Technological Change Short run & Long run,
Productivity & Aggregate Production unction Business Organizations
MID TERM EXAMS
MID TERM BREAK
15. Economic Analysis of Costs (TC, FC, VC, MC)
Relation between MC and AC.
8. 16. Diminishing Returns & U-shaped Curves.
Link between production and costs.
Income Statement & Balance Sheet
17. Behavior of Competitive Firms. Perfect Competition
9. 18. Short run & Long run Equilibrium
Total Costs, Zero profit & Shut Down Condition
19. Supply Behavior in Competitive Industries
10. 20. Special Cases of Competitive Markets Fixed Supply & Eco. Rent
Back- ward Bending Supply Curve
21. Monopoly, Oligopoly & Monopolistic Competition
Sources of Market Imperfections
11.
22. Marginal Revenue & Monopoly
Profit Maximizing Conditions. Monopoly Equilibrium
23. Nature of Imperfect Competition
12. Theories of Imperfect Competition
24. Collusive Oligopoly. Monopolistic Competition
25. Price discrimination
13.
26. Natural Monopolies
27. REVISION
14.
28.
END TERM EXAMS

Page 52 of 213
 Semester – IV
CODE COURSE CREDITS
HUM-211 Business Ethics 3
HUM-223 Business Communication & Professional Speech 3
MGT-124 Macroeconomics 3
CS-222 Management Information System 3
FIN-221 Financial Management 3

Course Title: Business Communication and Professional Speech

Course Code: HUM-223
Page 53 of 213
Credit Hours: 3+0
Course Instructor:

Prerequisites:

COURSE DESCRIPTION/OBJECTIVES:
 To develop positive, constructive and practical approaches to effective written and oral
communication.
 To speak objectively and persuasively.
 To prepare and execute well oral presentations with effective visual aids.
 To develop skills to face media.
 To interpret and write business documents.
 To demonstrate oral and written skills for job search including writing letters of applications,
preparing resume and interviews.

INTENDED COURSE LEARNING OUTCOMES:

After the completion of this course the students will be able to:
 Prepare and execute effective oral presentations.
 Identify and implement the principles of informative speaking.
 Identify and implement the principles of persuasive speaking.
 Plan, write and reply memorandums.
 Understand the importance of intercultural communication and identify strategies for
addressing the needs of diverse audience.
 Interpret and write short and long reports.
 Write letters of application, resumes and prepare for job interviews.

RECOMMENDED TEXT BOOK:

1. Business English and Communication (8th edition) by Lyn R. Clarke
2. Business Communication: Strategy and Skill by Mary Munter
3. Effective Business Communication (International 7th edition) by Herta A. Murphy
4. Business and Administrative Communication (5th edition) by Kitty O. Locker
REFERENCE BOOKS:
1. Business Communication (3rd edition) by Kitty O. Locker
2. Business Communication Today (7th edition) by Courtland L. Bovee
3. Communicate! (10th edition) by Rudolph F. Verderber

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 54 of 213
COURSE CONTENT:

Week No Lecture No TOPICS TO BE COVERED

1. Oral presentation. Types, formats and strategy for planning.

1. 2. Role of audience and use of visual aids in oral presentations.
3. Informative speaking
2.
4. Principles and methods of informing
5. Persuasive speaking
3.
6. Principles of persuasive speaking
7. Writing memorandums. Types, organizational plan etc.
4.
8. Informative speeches by individual students
9. Intercultural communication: Growing importance and benefits
5.
10. Need to address cultural differences in business communication
11. National cultural variables.
6.
12 Persuasive speeches by individual students.
13. Reading comprehension exercises from newspapers
7.
14. Revision
MID TERM EXAMS
MID TERM BREAK
15. Short reports. Types, format and organizational plans.
8.
16. Reading and writing short reports
17. Long reports. Essential elements and organizational plans.
9.
18. Reading long reports.
19. Job hunting: written aspect.
10.
20. Resumes. Types and elements.
21. Letter of application. Types and elements.
11.
22. Reading and writing resumes and letters of application.
23. Job hunting: oral aspect.
12.
24. Interview and its types.
25. Role of interviewee.
13.
26. Role of interviewer.
27. Mock interview of individual students.
14.
28. Revision
END TERM EXAMS

Page 55 of 213
Course Title: Business Ethics
Course Code: HUM-211
Credit Hours: 3+0
Course Instructor:

Prerequisites: Nil

Course Objectives:

1. To aware students about the advance knowledge of Ethics.

2. By using managerial framework, explain how ethics can be integrated in to Business practices.
3. Provides an overview of the concepts, process, and best practices associated with Successful
business ethics program.
4. Prepare students for ethical dilemmas they will face in business careers

Course Outcomes:

1. Would be able to understand the theories of ethics.

2. Would have a n extensive knowledge of ethics,
3. Would be able to apply ethical approaches s in making decision.
4. Would be able to deal with complex environment with applying ethical practices.

Textbooks (or Course Materials):

 Business Ethics by Joseph W. Weills. 3rd Edition.

 Business Ethics; Ethical decision making and cases by O.C Ferrell, John Paul Fraedrich, Linda
Ferrell.

Reference Material:

 Text books
 Handouts
 Case studies

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 56 of 213
COURSE CONTENT:

Week # Lecture # TOPICS TO BE COVERED

1. What is Ethics? Why Ethics are important for any business?
1. 2. Business Ethics and the changing environment, Relationship between Business and
Ethics
3. Decision –making levels of ethics, Myths about Business Ethics, Stages of Moral
2. development
4. Stakeholder Management approach
5. How to execute Stakeholder Analysis
3.
6. Why a business should be ethical.
7. Case study.
4.
8. Issue management approaches
9. Crisis management approaches
5.
10. Decision criteria for ethical reasoning.
11. Ethical theories and Principles.
6.
12 Social responsibility roles.
13. Decision making styles.
7.
14. Case study
MID TERM EXAMS
MID TERM BREAK
15. Moral and Immoral management.
8.
16. Concept of an ethical organization.
17. Moral leadership.
9.
18. Case study.
19. Ethical responsibilities towards consumer stakeholder.
10.
20. Corporate ethical responsibilities and the environment
21. Ethical responsibility in advertisement.
11.
22. Case study.
23. Workforce in twenty first century.
12.
24. Employee stakeholders; trends and ethical issues.
25. Employer an employee rights and responsibilities.
13.
26. Discrimination.
27. Whistle-Blowing.
14.
28. Case study.
END TERM EXAMS

Page 57 of 213
Course Title: Financial Management
Course Code: FIN-221
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Introduction to Business Finance

Course Objectives:

The purpose of the financial management is to enable you to understand the financial decision –making process
and to interpret the impact that financial decisions will have on value creation. The course introduces the three
major decision –making areas in financial management: the investment, financing and asset management
decisions.

Course Outcomes:

After successful completion of this course, students will be able to

 Describe the opportunities of financial manager.
 Demonstrates the ability in understanding the financial statements by computing the significant
ratios and interpreting the values through narrative reports.
 Perform critical analysis on capital investment scenarios.
 Use financial and other information to undertake financial planning and forecasting and analyze
alternative investment decisions

Textbooks (or Course Materials):

 Financial Management 13th Edition by Van C. Horne

Reference Material:

 Financial management by Brigham and Housten 13th edition

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Page 58 of 213
Grand Total 100

Page 59 of 213
COURSE CONTENT:

Week Lecture
No No TOPICS TO BE COVERED
Introduction of Financial Management (Link with previous subject ITBF)
1 Goal of the firm, difference between profit maximization and shareholders wealth
maximization, agency problems
1 Goals of a Financial Manager, Finance and accounting. What is financial
management? Difference between investing, financing and asset management
2
decisions. Formation of companies/financial statements of companies Solution to end
Questions (Van Horne Page 14)
Concept of Time Value of Money, Discussion of Time Line its importance, Difference
3 between Present Value and Compound Value concept, Solution of Question for Simple
and Compound Interest, Annuity, Discussion of Annuity Questions,
2
Effective interest verses compound interest. Questions and problems. Solution of
4 related Questions (Van Horne Self Correction and Problems) (Discuss and Solve Case
No 1,2)
Valuation of Long Term Securities, Basic Concepts of Valuations, Different Types of
5 Bonds on the Basis of Valuations Valuation of Bonds (Solution of Relevant Questions
Van Horne Chapter 4)
3
Valuation of Stock, Different Types of Stocks on the Basis of Valuations Valuation of
6 Stock (Solutions of All remaining questions, Van Horne Chapter 4) (Discuss Cases 3
and 4)
Risk and Return of a single asset. Concept of probability distribution. Standard
7
4 Deviation, coefficient of variance.
8 Difference between total risk, Systematic and non-systematic risk.
9 Discussion of Portfolio risk and return
5
10 Difference between SML and CML
11 The Capital-Asset Pricing Model (CAPM)
6
12 Efficient Financial Markets, Three form of Efficiency
13 Discussion on financial statements and their analysis. Users of financial statements.
7
14 Common-Size and Index Analysis, Horizontal and Vertical Analysis
15 Ratio analysis. Liquidity ratios, debt or leverage ratios. Questions and problems.
8 Coverage ratios, activity ratios. Questions and problems relating to the ratios and their
16 interpretation. Profitability ratios: Gross profit ratio, net profit ratio ,operating profit
ratio. Questions and numerical. Chapter 6 Van Horne
17 MID TERM EXAMS
9
18 MID TERM BREAK
19 Midterm Paper solution and display
10 Analyze a firm’s return on investment (i.e., “earning power”) and return on equity
20
using a Du Pont approach.
21 Cash Flow Statement by Direct Method
11
22 Cash Flow Statement by Indirect Method
23 Content and Alternative Forms of the Statement
12
24 Analyzing the Statement of Cash Flows
13 25 Risk and Real Option in Capital Budgeting: Overview of capital budgeting
techniques, payback period, net present value method, internal rate of return,
profitability index.

Page 60 of 213
 Risk in capital budgeting. Concept of probability distribution, standard deviation,
coefficient of variance. Probability distribution approach. Decision tree approach.
26
Calculation of coefficient of variance (Solution to relevant Question chapter 14 Van
Horne)
Cash and Marketable Securities Management: Motives for holding cash. Speeding up
27 of cash receipts. Slowing down cash payments. Electronic float. Cost and benefit of
electronic float. Outsourcing.
14
28 Cash balance to maintain. Investing in marketable securities.

The marketable securities portfolio and its segments. Discussion on different Variables
29
15 in the market securities selection.
30 The common money market instruments.
END TERM EXAMS

Page 61 of 213
Course Title: Macroeconomics
Course Code: MGT-124
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Microeconomics, Mathematics & Statistics.

COURSE DESCRIPTION/OBJECTIVES:

This course is an introduction to Macroeconomics. Macroeconomics is the study of the behavior of

overall economy as opposed to the behavior of individuals, firms, or a particular market. The goals of
the course for students are to:

 understand how to evaluate macroeconomic conditions such as unemployment, inflation, and

growth
 understand how monetary policy and fiscal policy can be used to influence short-run
macroeconomic conditions

 understanding of key definitions and concepts and analytical thinking.

INTENDED COURSE LEARNING OUTCOMES

Upon successful completion of Course, the student will:

 Be able to describe and analyze the economy and economic variables in quantitative terms.
 utilize economic model such as the aggregate supply/aggregate demand model and describe the
interrelationships among prices, income and interest rates as they affect consumption, saving and
investment.

 be able to explain and evaluate the economic challenges of unemployment, inflation, and
economic growth.

 be able to describe the banking and monetary system, and analyze the role of money, credit, and
monetary policy.

 Interpret charts, graphs, and tables and use the information to make informed judgments.

Course Objectives:

To provide the students with an introduction to the basic macroeconomic principles; to enable students to
use those concepts and principles to critically analyze current macroeconomic issues and situations; and
develop a global awareness from an economic perspective.

Learning Outcomes:

Upon successful completion of Course, the student will:

 Using national income statistics students will be able to describe and analyze the economy and
economic variables in quantitative terms.
 Students will be able to utilize economic model such as the aggregate supply/aggregate demand
model and describe the interrelationships among prices, income and interest rates as they affect
consumption, saving and investment.

Page 62 of 213
  Students will be able to explain and evaluate the economic challenges of unemployment,
inflation, and economic growth.

 Students will be able to describe the banking and monetary system, and analyze the role of
money, credit, and monetary policy.

 Students will be able to use monetary and fiscal policy.

 Students will be able to describe the role of international trade and finance on domestic economic
activity.

Recommended Books:

 ECONOMICS by Sameulson Nordhaus. 19th Edition. By McGraw Hills Publications.

REFERENCE BOOKS:

 Modern Economic Theory: Micro and Macro Analysis by K.K. Dewett.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 07
Assignements(s) 07
Class Participation 02
Presentations 04
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Difference between Micro & Macroeconomics.
1. Objectives & Instruments of Macroeconomics.
2. Monetary & Fiscal Policy.
3. Measuring Economic Success
2.
4. Aggregate Supply &Demand. Supply shocks &Stagflation.
5. GDP: Two Measures of National Product.
3. Flow of Product Approach, Earning or Cost Approach.
6. Value Added Approach. Real GDP vs. Nominal GDP
7. Components of GDP.
4. 8. GNP, NDP, National Income, Disposable Income.
Price indexes & inflation. CPI, GDP Deflator, PPI.
9. Consumption & Saving. Break-even point.
5.
10. Saving Function. MPC, MPS. Determinates of Consumption.
11. Investment. Determinates of Investment
Investment Demand Curve. Shifts in Investment Demand Curve.
6.
12 Features of Business Cycles & Theories.
Foundations of AD & Downward Slopping Demand Curve & Shifts.
13. The Multiplier Model. Output Determination with Saving & Investment.
7. Multiplier Model compared with AD & AS Model.
14. Fiscal Policy in Multiplier Model. Impact of Taxes on AD.
MID TERM EXAMS
Page 63 of 213
 MID TERM BREAK
15. Evolution of Money. Real vs. Normal Interest Rates.
Demand for Money. Banking & Supply of Money.
8.
16. Financial Economics.
Risk & Return on Assets. The Stock Market. Bubbles & Crashes.
17. Functions of Central bank.
Nuts & Bolts of Monetary Policy.
9. 18. The effects of Money on Output & Prices.
The Monetary Transmission Mechanism.
Monetary policy in AD & AS Framework.
19. Four wheels of Growth.
10. Theories of Eco. Growth.
20. Sources of Eco. Growth.
21. Fixed Exchange Rates & Flexible Exchange Rates.
11.
22. The Determination of Foreign Exchange Rates.
23. The Effects of change in Trade.
12.
24. Exchange rates & Balance of Payment
25. Measuring Unemployment. Impact of Unemployment.
13.
26. Okuns Law. Kinds of Unemployment
14. 27. REVISION
END TERM EXAMS

Page 64 of 213
Course Title: Management Information System
Course Code: CS-222
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Introduction to Information Technology

COURSE DESCRIPTION/OBJECTIVES:

Information systems began as automation of office systems, and have grown into systems that assist
managers to make decisions, systems that model successful business practices, and systems that
transform the modern business into a resources and on the management of information technology.
Coverage of the subject matter will be through lectures, class discussions, independent readings and
research.

INTENDED COURSE LEARNING OUTCOMES:

Enlighten the Management Performance by Generating deeper understanding of information systems and
the applicability of IS in different business units. This will help to understand the new dimensions of
automated work and optimum decision making by generating the good quality DSS.
RECOMMENDED TEXT BOOK:
“Management Information System, Managing the Digital Firm” by Kenneth C. Laudon, Jane P. Laudon 13 th
Global Edition
REFERENCE MATERIAL:
Research Articles
Lecture Slides
Journal of Information System
ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Class Participation 3
More than 90% Attendance 2
Presentations 5
Total 20 20
Grand Total 100

COURSE CONTENT

Page 65 of 213
Week Lecture TOPICS TO BE COVERED
No No
1. Introductions to information system
1.
2. Role of Information System in Business today
3. Business processes and Types of Information System
2.
4. Systems for Collaboration and Social Business
5. The Information System Function in Business
3.
6. Impact of Information System in Organizations and Business Firms
7. How to achieve Competitive Advantage by using Information Systems
4.
8. Information Technology Infrastructure
9. Infrastructure Components
5.
10. Contemporary Hardware Plattform Trends
11. Contemporary Software Plattform Trends and Management Issues
6.
12 Organizing Data in Traditional File Enviornment
13. The Database approach to Data Management
7.
14. Using Databases to Improve Business Performance and Decision Making
MID TERM EXAMS
MID TERM BREAK
15. Telecommunication and Networking in Today’s Business World
8.
16. Communication Networks (Types, Structures, Topologies)
17. TCP/IP Model and The Global Internet, Assigning Presentation Topics
(Four Groups)
9.
18. The Wireless Revolution (Cellular Networks, Wifi Standards, Wimax,
Wireless Sensor Networks)
19. Malicious Softwares, Hackers and Computer Crime
10.
20. Business Value of Security and Control
21. Establishing a Framework for Security and Control
11. 22. Technologies and Tools for Protecting Information Resources, Group One
Presentation
23. Intelligent Techniques for Managing Knowledge (Machine Learning, Fuzzy Logic,
Neural Networks)
12. Knowledge Work Systems and its Requirement, Examples of KWS, Group Two
24.
Presentation
25. Decision Making Process and Real World Decision Making
13. 26. Business Intelligence in the Enterprise, Data Visualization, Visual Analytics and
Geographic Information Systems, Group Three Presentation
27. The Growth of International Information Systems
14. 28. Technology Issues and Opportunities for Global Value Chains, Group Four
Presentation
END TERM EXAMS

Page 66 of 213
Course Title: Marketing Management
Course Code:
Credit Hours: 3+0
Course Instructor:

What the Course is about?

The module introduces and develops the concepts of marketing in a critical way and focuses on the
application of the marketing conceptual frameworks. Lectures will use mini cases and practical examples
drawn from a variety of marketing situations and international contexts. Individual learning and study,
together with the lectures are designed to achieve Level one learning objectives of knowledge and
understanding specific to the subject. Students, working in syndicate groups, are carrying out a market
analysis and developing a marketing plan throughout the module on an industry and product of their own
choice. The combination of the module content and its continuous application by the students in a
situation-specific project addresses both the learning objectives of knowledge/understanding and
cognition/analysis. Through the group-based project, students are expected to apply the covered
concepts, and to use a critical and analytical approach. The latter, together with the written presentation
and defence of their analyses, is designed to achieve Level two learning outcomes, including the
achievement of both subject-specific and transferable (i.e., team management)

Course Objectives:
The course investigates marketing from a managerial perspective, including the critical analysis of
functions of marketing opportunity assessment, marketing planning, marketing implementation,
evaluation and control of the marketing effort. The course provides the student with a necessary mix of:
(1) critical analysis, (2) application of concepts and techniques, and (3) communication.

Learning Outcomes:
On successful completion of the module students will be able to:
• State the role and functions of marketing within a range of organisations.
• Describe key marketing concepts, theories and techniques for analysing a variety of marketing
situations.
• Identify and demonstrate the dynamic nature of the environment in which marketing decisions are
taken and appreciate the implications for marketing strategy determination and implementation.
• Use written formats to communicate marketing outcomes.
• Apply the introduced conceptual frameworks, theory and techniques to various marketing contexts.
• Analyse the relevance of marketing concepts and theories in evaluating the impacts of environmental
changes on marketing planning, strategies and practices.
• Demonstrate the ability to carry out a research project that explores marketing planning and strategies
for a specific marketing situation.
• Synthesizes ideas into a marketing plan.
• Demonstrate the ability to justify marketing strategies and advocate a strategically informed position
when considering marketing plan implementation.

What is expected of you?

Students must read the assigned readings thoroughly and are expected to come to the class fully
prepared. In addition, students are required to apply themselves diligently to the course of study, and to
prepare class and homework assignments as given. Regular attendance is strongly advised.

Text Books:

ESSENTIAL TEXT:
Philip Kotler, Marketing Management, 14th Edition.

Page 67 of 213
Reference Text:
Marshall & Johnston, Marketing Management, McGraw Hill
Chernev & Kotler, 5th ed., Strategic Marketing Management, Brightstar Media

Lectures:

The medium of instruction will be English. Instructional methods will vary with each instructor.
However, some suggested techniques are
 Quizzes and other tests with feedback and discussions;
 Problem Solving
 Lectures and class discussions;
 Power Point Presentations;
 Guests Speaker;
 Group Activities;
 Oral reports and other student presentations;
 Web based assignments and activities

General Rules and Procedures

1. Students unable to submit an assignment on the due date should discuss the matter in
advance with the professor. At the professor’s discretion, late assignments may not be
accepted. Where late assignments are accepted, the professor will apply a late penalty.
2. Test dates and assignment due dates are announced in class. Students are responsible for
keeping track of these dates. There will be no makeup quiz, mid-term or final for any
reason whatsoever.
3. Success in this course is based heavily on in-class participation and assignments, therefore;
attendance and active in-class participation is essential to a student’s success. All in-class
assignments must be completed in-class; they cannot be made up with a take-home. Failure
to attend these classes will therefore result in zero in that particular assignment.

Course Assessment

Midterm exam 30%

Assignments, Projects 15%
Quizzes 5%
Final 50%

Page 68 of 213
 Course Outline & Weekly Schedule of Study

WEEK TOPICS SUGGESTED

READING
Defining Marketing for the 21st Century
The Importance of Marketing
1 The Scope of Marketing
Core Marketing Concepts
The New Marketing Realities
Marketing in an Age of Turbulence
Company Orientation toward the Marketplace: Marketing Philosophies
The Holistic Marketing Concept
Marketing Right and Wrong
Relationship Marketing
2
Integrated Marketing Assignment
Internal Marketing 1
Performance Marketing
The New Four Ps
Marketing Management Tasks
Developing Marketing Strategies and Plans
3
Marketing and Customer Value
Corporate and Division Strategic Planning
Unit Strategic Planning
The Business Mission
SWOT Analysis
Goal Formulation
Strategic Formulation
4 Program Formulation and Implementation CASE
Feedback and Control STUDY
Product Planning: The Nature and Contents of a Marketing Plan
The Role of Research
The Role of Relationships
From Marketing Plan to Marketing Action
Creating Long-term Loyalty Relationships
Building Customer Value, Satisfaction, and Loyalty
5 Customer Perceived Value Quiz 1
Total Customer Satisfaction
Monitoring Satisfaction
Product and Service Quality
Customer Profitability
Measuring Customer Lifetime Value
Cultivating Customer Relationships
Customer Relationship Management
Attracting and Retaining Customers CASE
6 Building Loyalty STUDY
Win-Backs
Customer Databases and Database Marketing
Customer Databases
Data Warehouses and Data Mining
The Downside of Database Marketing and CRM
7 Analyzing Business Markets
What Is Organizational Buying?

Page 69 of 213
 The Business Market versus the Consumer Market
Buying Situations
Systems Buying and Selling
Participants in the Business Buying Process
The Buying Center
Targeting Firms and Buying Centers Assignment
The Purchasing/Procurement Process 2
Stages in the Buying Process
Problem Recognition
General Need Description and Product Specification
Supplier Search
Proposal Solicitation
Supplier Selection
Order-Routine Specification
Performance Review
Managing Business-to-Business Customer Relationships
The Benefits of Vertical Coordination CASE
8 Business Relationships: Risks and Opportunism STUDY
New Technology and Business Customers
Institutional and Government Markets
9
Guest Speaker (Topic : Any Contemporary Issue in Marketing)

10 Assorted Readings --- Discussion

Creating Brand Equity
What Is Brand Equity?
The Role of Brands
The Scope of Branding
Defining Brand Equity
Brand Equity Models
11
Building Brand Equity
Choosing Brand Elements
Designing Holistic Marketing Activities
Leveraging Secondary Associations
Internal Branding
Brand Communities
Measuring Brand Equity
The Brand Value Chain
What Is a Brand Worth?
Managing Brand Equity
Brand Reinforcement
Brand Revitalization
12
Devising a Branding Strategy CASE
Branding Decisions STUDY
Brand Portfolios
Brand Extensions
Customer
Crafting the Brand Positioning Quiz 2
Developing and Establishing a Brand Positioning
13
Determining a Competitive Frame of Reference
Identifying Optimal Points-of-Difference and Points-of-Parity
Choosing POPs and PODs
Brand Mantras
Establishing Brand Positioning
14
Differentiation Strategies CASE
Alternative Approach to positioning STUDY

Page 70 of 213
 MID TERM BREAK
Competitive Dynamics
Competitive Forces, Industry Concept and Market Concept Of Competition,
Analyzing Competition,
Competitive Strategies For Market Leaders,
Defending Market Share,
15
Expanding Market Share,
Market Challenger Strategies,
Market Follower Strategies,
Market Nicher Strategies,
Competitor Centered Companies,
Customer Centered Companies
Product Life-Cycle Marketing Strategies
Product Life Cycles
Style, Fashion, and Fad Life Cycles
Marketing Strategies:
16
Introduction Stage and the Pioneer Advantage
Marketing Strategies: Growth Stage
Marketing Strategies: Maturity Stage
Marketing Strategies: Decline Stag
Product and Services Differentiation Quiz 3
Product Differentiation
Services Differentiation
Design
17 Product and Brand Relationships
The Product Hierarchy
Product Systems and Mixes
Product Line Analysis
Product Line Length
Product Mix Pricing
Co-Branding and Ingredient Branding
Packaging, Labeling, Warranties, and Guarantees
18 Packaging CASE
Labeling STUDY
Warranties and Guarantees
Designing and Managing Services Assignment 3
The Nature of Services
Service Industries Are Everywhere
Categories of Service Mix
19
Distinctive Characteristics of Services
The New Services Realities
A Shifting Customer Relationship
Best Practices of Top Service Companies
Differentiating Service
20 SERVICES RELATED CASE
21 Developing Pricing Strategies and Programs
Understanding Pricing
A Changing Pricing Environment
How Companies Price
Consumer Psychology and Pricing
Setting the Price
Step 1: Selecting the Pricing Objective
Step 2: Determining Demand
Step 3: Estimating Costs
Step 4: Analyzing Competitors’ Costs, Prices, and Offers
Step 5: Selecting a Pricing Method
Page 71 of 213
 Step 6: Selecting the Final Price
Adapting the Price
Geographical Pricing (Cash, Countertrade, Barter)
Price Discounts and Allowances
Promotional Pricing
22 Differentiated Pricing
Initiating and Responding to Price Changes
Initiating Price Cuts
Initiating Price Increases
Responding to Competitors’ Price Changes
Designing and Managing Integrated Marketing Channels
Marketing Channels and Value Networks
The Importance of Channels
Hybrid Channels and Multichannel Marketing
Value Networks
The Role of Marketing Channels
23 Channel Functions and Flows
Channel Levels
Service Sector Channels
Channel-Design Decisions
Analyzing Customer Needs and Wants
Establishing Objectives and Constraints
Identifying Major Channel Alternatives
Evaluating Major Channel Alternatives
Channel-Management Decisions
Selecting Channel Members
Training and Motivating Channel Members
Evaluating Channel Members
Modifying Channel Design and Arrangements
Channel Modification Decisions
Global Channel Considerations
24 Channel Integration and Systems
Vertical Marketing Systems
Horizontal Marketing Systems
Integrating Multichannel Marketing Systems
E-Commerce Marketing Practices
Pure-Click Companies
Brick-and-Click Companies
M-Commerce Marketing Practices
Managing Mass Communications: Advertising, Sales Promotions, Events and
Experiences, and Public Relations
Developing and Managing an Advertising Program
Setting the Objectives
25 Deciding on the Advertising Budget
Developing the Advertising Campaign
Deciding on Media and Measuring Effectiveness
Deciding on Reach, Frequency, and Impact
Choosing among Major Media Types
Alternate Advertising Options
Selecting Specific Media Vehicles
Deciding on Media Timing and Allocation CASE
Evaluating Advertising Effectiveness STUDY
26
Sales Promotion
Objectives
Advertising versus Promotion
Major Decisions
Events and Experiences

Page 72 of 213
27
Project Presentation
Project Presentations
28

Page 73 of 213
 Semester - V
CODE COURSE CREDITS
MGT-313 Business Research Methodology 3
HR-311 Human Resource Management 3
IRCA-311 International Relations and Current Affair 3
International Business 3
FIN-311 Money & Banking 3

Page 74 of 213
Course Title: Business Research Methodology
Course Code: MGT-313
Credit Hours: 3+0
Course Instructor:

Prerequisites:
 Students should know the basic concept of research especially in business area.

COURSE DESCRIPTION/OBJECTIVES:

 Demonstrate the ability to plan and manage a piece of independent research,

 Produce a consistent proposal for that research,
 Formulate effective strategies for achieving goals when working with others ,
 Identify the information needed to carry out the planned research, and the sources of That
information,
 Demonstrate competence in the selection and proposed application of appropriate Business
research techniques,
 Collect and organise the preliminary data necessary for the production of the research proposal,
 Show satisfactory ease in use of SPSS to analyse data
 Deliver a presentation which communicates a series of points of the proposal,
 Assess the quality of his or her oral communication and identify areas for improvement,
 Participate and collaborate in a group.

INTENDED COURSE LEARNING OUTCOMES:

 To know the significance of research in business.

 To know how to write research paper.
 To identify important aspects/ elements of research.

RECOMMENDED TEXT BOOK:

 Research Methods for Business, by Uma Sekeran 6th Edition
REFERENCE BOOKS:
» Saunders M, Lewis P & Thornhill A, (Latest Edition) Research Methods for Business Students.
Financial Times- Prentice Hall
» Bryman A, Research Methods & Organisation Studies, Unwin-Hyman Gill J & Johnson P,
Research Methods for Managers, Paul Chapman Publishing
» Huff D, How to lie with statistics, Penguin
» Marsh C M, The Survey Method, Longman
» Oppenheim A N, Questionnaire Design, Interviewing & Attitude Measurement, Pinter
» Yin R K, Case Study Research: Design & Methods, Sage
ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 75 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

# #
1. Introductory class
What is research? Definition of business research.
Research and the manger. Types of Business Research: Applied and basic
Applied Research. Basic of fundamental Research. Managers and research
The Manager and the consultant [Link] Manager- Researcher Relationship
1. 2. Basic Concepts
Internal Versus External consultants/Researcher
Internal consultants/Researchers. Advantages of internal consultants/Researchers
Disadvantages of internal consultants/ Researchers, External Consultants/Researchers.
Advantages of External consultants/Researchers, Disadvantages of External
consultants/ Researchers, Knowledge about Research and Managerial Effectiveness.
Ethics and Business research
3. The scientific approach and Alternative Approaches to Investigation
The Hall Marks of scientific research, Purposiveness, Rigor, Testability, Replicability,
Precision and confidence, Objectivity, Generalizability, Parsimony
2. 4. The Hypothetico-deductive Method
The seven step process in the The Hypothetico-deductive Method, identify a broad
Problem Area, Define the problem statement, Develop Hypotheses, Determine
measures, Data Collection, Data Analysis, Interpretation of Data, Review of The
Hypothetico-deductive Method
5. The Broad Problem Area and Defining the Problem Statement
The Broad Problem Area, Preliminary information gathering, Nature of information to
be gathered Background information on the organization, Literature The body of
3.
knowledge available to you
6. Defining the problem Statement, What Makes a good problem statement, The research
Proposal
7. The Critical Literature Review
The Purpose of Critical Literature Review, How to approach the literature Review
4.
8. Data sources, Searching for Literature, Evaluating the Literature, Documenting The
Literature Review
9. Theoretical Framework and Hypotheses Development
The need for a theoretical framework, Variables, Dependent Variable, Independent,
Variable, Moderating Variable, The distinguish between independent variable and
moderating variable, Mediating Variable
10. Theoretical framework
5.
The components of Theoretical Framework, Theoretical Framework for the example
of
air safety violation, Hypotheses Development, Definition of Hypotheses
Statements of hypotheses: formats, If-Then Statements, Directional and non-
Directional Hypotheses, Null and alternative hypotheses
6. 11. Elements of Research Design
The Research Design, Purpose of the Study: Exploratory, descriptive, causal,
Exploratory Study, Descriptive study, Causal Study, Extent of researcher interference
with the study, Study setting: contrived and non-contrived

Page 76 of 213
 12 Research Strategies, Experiments, Survey research, Observations, Case Studies,
Grounded Theory, Section Research, Mixed Methods, Unit of analysis: Individuals,
Dyads, Groups, organizations, cultures, Time horizon Cross Sectional Versus
longitudinal study
Cross sectional Study, Longitudinal Study
13. Data collection Methods: Introduction and interviews
Sources of Data, Paramilitary sources of data, Focus groups , Panels, Unobtrusive
measures
Secondary sources of fata, Method of data collection, Interviewing, Unstructured and
Structures interviews, Unstructured interviews, Structures interviews, Review of
unstructured and structures interviews, Training interviews, Some tips to follow when
interviewing, Establishing credibility and rapport, and motivating individuals to
7.
responds
14. The questioning technique, Review of tips to follow when interviewing
Face to face interviews advantages and disadvantages, Telephone Interviews
Advantages
and disadvantages, Additional sources of bias in interview data, Computer assisted
interviewing, Cati and Capi, Advantages of software packages, Review of
interviewing
MID TERM EXAMS
MID TERM BREAK
Data Collection Methods : Questionnaire
15. Types of questionnaire, Personality administered questionnaire, Mail and electronic
Questionnaire, Guideline for questionnaire design
8. 16. Principles of wording, Content and purpose of questions, Language and wordings of
Questions, Types and forms of questions, Principles of measurement, General
appearance or group of questionnaire, Review of questionnaire design, Pretesting of
structured questions, Electronic questionnaire and Survey design
17. Measurement: Scaling, Reliability, Validity
Four types of scales, Nominal scale, Ordinal scale, Interval scale, Ratio scale, Review
of Scales, Rating scales, Dichotomous scales, Category scale, Semantic differential
scale, Numerical Scale, Itemized rating scale, Likert scale, Fixed or constant sum scale
9. Staple scale, Graphic rating scale, Consensus scale, Other scales
18. Ranking Scales, Paired comparison, Forced choice, Comparative scale, International
Dimensions of scaling, Goodness of measures, Item analysis, validity, Content validity
Criterion related validity, Construct validity, Reliability, Stability of measures
Internal consistency of measures
19. Sampling
Population, Element, Sample, Sampling unit, Subject
10.
20. Parameters, Reasons of sampling, Efficiency in sampling, Sampling as related to
qualitative studies
21. Quantitative Data Analysis
Getting data ready for analysis, Coding and data entry, Coding the responses, Data
entry, Data Editing, Data transformation, Getting a feel for the data, Frequencies, Bar
11.
charts and pie charts
22. Measure of central tendency and dispersion, Measure of central tendency
Measure of dispersion, Relationship between variables
23. Relationship between two nominal variable Chi square X2 test, Correlations
Excelsior Enterprises: descriptive statistics Part 1, Testing Goodness of data,
Reliability,
12.
Excelsior enterprises : checking the reliability of the multi item measures, Validity
24. Qualitative Data Analysis
Data reduction, Data display, Reality and validity in qualitative research
25. Other methods of gathering and analyzing data , Research Paper discussion
13. 26. Research Paper discussion
27. Presentation and Revision
14.
28. Presentation and Revision
Page 77 of 213
END TERM EXAMS

Page 78 of 213
Course Title: Human Resource Management
Course Code: HR-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Students should be specialized in Principles of Management.

Course Description:
This course focuses on the Human Resource management and planning. The course emphasis is on the
understanding of the concepts of right person for right job with right policies.

Course Objectives:

 Develop a familiarity with and understanding of key aspects of employment law.

 Develop an understanding of the requirements of a global workforce
 Develop an understanding impact of HR related policies on the workforce
 Develop a familiarity with and understanding of key human resource functions.
 Develop collaborative learning, critical thinking and presentation skills.
 Enhance and refine analytical, and research skills related to HRM.

Learning Outcomes:

Equips the students with the concepts, problems and techniques applicable to the human resource
functions of business organizations. The emphasis is on decision making in human resource areas.

Textbooks (or Course Materials):

 Human Resource Management by Noe and Hollen Beck 9th edition.

 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

Reference Material:

Case studies, Research articles will be provided by the instructor

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 79 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Introduction to HRM, HRM in dynamic environment
Meeting competitive challenges through HRM practices
1.
2. HRM in dynamic environment (Continued)
Functions of HRM
3. Strategic Management, Strategy formulation, Strategy implementation(Quiz)
2.
4. Role of HRM in providing strategic competitive advantage
5. Work flow analysis and organization structure
3.
6. Work flow analysis and organization structure (Continued)
7. Job Analysis
4.
8. Job analysis Methods, Job Design
9. Human Resource Planning Process
Human resource recruitment process
5.
10. Factors effecting recruiting process
Case study
11. Recruitment sources, Selection method Standards
6.
12 Employee orientation, Employee training, Employee development
13. Employee development (Continued)
7.
14. Revision & Quiz
MID TERM EXAMS
MID TERM BREAK
15. Coaching, Designing effective training system, Training methods, Evaluating training
8.
program
16. Coaching, Designing effective training system, Training methods, Evaluating training
9.
program(Continued)
17. Performance management, Purpose of performance management
18. Appraisal methods, Choosing a source of performance information, Approaches to
10.
measuring performance, Rater errors in performance management, International
performance appraisal
19. Employee separation and retention, How to retain good employees, How to fire the
11. unwanted stuff, Sources of Job dissatisfaction
20. Case Study
21. Pay structure decisions, Internal equity Recognizing employee contribution with pay
12.
20. External equity, Recognizing employee contributions with pay, Pay Program
21. Employee benefits, Types of employee benefits(Quiz)
13.
22. Project Presentations of assigned projects.
23. Project Presentations of assigned projects.
14.
24. Quiz & Revision
END TERM EXAMS

Page 80 of 213
Course Title: International Business
Course Code: MGT-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Students should have taken the Introduction to Business Studies course prior taking this course so as to
gain maximum from the course contents

Course Objectives:

International Business is concerned with firms that do not limit their operations to a single nation. It asks
why these firms exist, how they succeed in the complex and changeable international environment, and
what their activities mean for the countries in which they do business.

In order to be prepared for a career in any facet of the business world (accounting, finance, marketing,
information technology, law, healthcare, etc.), knowledge and understanding of global issues is critical.
Thus, you should study international business to be prepared for diverse business opportunities, knowing
in advance that respect for and knowledge of your counterparts can give you a competitive advantage.

Key Learning Outcomes:

The students should be able examine how business organizations operate in an international environment
and gain an understanding of the development and implementation of strategy, managerial activities, and
organizational issues relating to cross-border activities.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 81 of 213
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to International Business & assignment of short cases
1.
2. Discussion & Analysis of short cases
3. Discussion of basic IB concepts and MNCs of the world
4. Foreign Direct Investment (FDI) & the Triad
5. Porter’s Diamond
2.
6. Porter’s Diamond (continued)
7. Nature & characteristics of MNCs
8. The Internationalization Process
9. Case discussion
3.
10. Discussion continued
11.. Why firms become MNCs?
4.
12. Reasons of FDI
13.. Case discussion
5. 14. Discussion & presentations of the case
15.. Presentations continued
6. 16. Introduction to Culture & its elements
17.. Cultural elements (Religion, Language, material goods, education etc)
7. 18.. Revision of course

8. MID TERM EXAMS

9. MID TERM BREAK
19. Course project assignment & discussion
10.
20. Husted’s cultural dimensions,
21. Integration and discussion of dimensions
11. 22. Discussion of Trade Theories
23. Barriers to Trade
12. 24. Strategic Orientations & Value chain Analysis
25. Organizational Structures & processes
13.
26. International Marketing & Market Assessment
23. International Human Resource Management & core concepts
14.
24. Revision
25. Presentation and evaluation of final project
15.
26. Presentation and evaluation of final project
16 END TERM EXAMS

Page 82 of 213
Page 83 of 213
Course Title: International Relations & Current affairs
Course Code: IRCA-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Students should know the basic concept of research especially in business area.

Course Objectives:

 To inculcate reasoning among students to explore the realism of modern day IR in a global
perspective
 To make the students compatible with the realm of survival in a globalized international structure
 Better conceptual and theoretical understanding of contemporary International Relations
 Familiarization with the Patterns of states interaction and interdependence in modern IR
 Clarity of mind and ideas to further explore the logics of the issues happening around the world
Learning Outcomes:

 Better conceptual and theoretical understanding of contemporary International Relations

 Familiarization with the Patterns of states interaction and interdependence in modern IR
 Clarity of mind and ideas to further explore the logics of the issues happening around the world

Textbooks (or Course Materials) :

 Jackson, Robert & Sorenson Georg, Introduction to International Relations (6th Edition), UK:
Oxford University Press. 2016.
 Goldstein, Joshua S., Jon C. Pevehouse, International Relation (8th Edition). India: Pearson. 2011.

Reference Material:

a. Baylis, John & Steve Smith (eds.), The Globalization of World Politics, (Oxford University Press,
2001).
b. Schottle, Jan Aart, Globalization: A critical Introduction, Palgrave, MacMillan: 2000
c. Hobert , Hindi., Josph Rotblat. War No More: Eliminating Conflict in the Nuclear Age, (London:
Pluto Press, 2003)
d. Brown, Chris. Understanding International Relations (2 edition). New York: Palgrave. 2001.
nd

e. Fukuyama, Francis. The End of History and the Last Man, London: Penguin, 1992.
f. Huntington, S. P. The Clash of Civilizations: Remaking of the World Order. New York: 1993.
g. Ali, Tariq. The Clash of Fundamentalism: Crusades, Jihads and Modernity. New York: Verso.
2002.
h. Lloyd Armstrong & Redmond, “The New Regionalism”, International Organizations in World
Politics, 3r ed. (ch. 12)
i. Oatley, T. International Political Economy: Interests and Institutions in the Global Economy.
North Carolina: Pearson Education, USA. 2009.

Assessment Instrument with Weights:

[Link] Items Marks

1 Mid Term Exam 30 marks
2 End Term Exam 50
3 Internal evaluation break down
Quiz 5
Assignment 5
Class Participation 5
Project Presentations 5
Total Evaluation marks (20) 20
Grand Total 100

Page 84 of 213
Course Contents

Week Lecture # TOPICS TO BE COVERED

#
1.  Introduction to International Relations
1.  Contemporary Global Politics
2.
3.  Theoretical discourse of IR
2.
4.
5.  Positivist Approaches
3. 6.  Realism
 Liberalism
7.  Post Positivist Approaches
4. 8.  Marxism
 Feminism
9. Contemporary Theoretical Debates and their Implications on World Politics:
10.  New World Order
5.
 End of History
 The Clash of Civilization
11.  The Complex Interdependence
6. 12  The Coming Anarchy
 Challenges of Pluralism
13.  Dynamics of International Security
14.  Power Transition Theory
7.
 The Super Power’s Rivalry: Rise of China Threat or Opportunity?

MID TERM EXAMS

MID TERM BREAK
15.
8.
16. Presentations
17.
9.
18.
19. The Globalization debate (Political, Cultural, Ideological & Social aspects of
10.
20. Globalization)
21. The issue of Nuclear Non-Proliferation: Iran’s Nuclear Program
11.
22.
23.
12.
24. Non Traditional security: Water Crisis, Energy Crisis and Environmental Issues
25.
13.
26.
27. The Clash of Civilizations: The West Vs Islam, the issue of Fundamentalism
14.
28.
29. The politics of North-South: Capitalism & Democracy in the Developing World
15.
30.
31.

Page 85 of 213
16. 32. Post 9/11 Era: the Bush Doctrine & the issue of Terrorism: Its implications on the
world politics

US Drawdown from Afghanistan and Its Implications, The role of International

Actors
END TERM EXAM

Page 86 of 213
Course Title: Money & Banking
Course Code: FIN-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:
The prerequisites for this course are Microeconomics, Macroeconomics and Introduction to Finance.

COURSE DESCRIPTION/OBJECTIVES:

This course addresses classical and contemporary issues in the theory of money, banking, and financial
institutions.

 Identify functions of money and how money is related to interest rates; how interest rates are
determined; behavior of interest rates; risk and term structures of interest rates;
 Understand importance of financial markets and financial institutions in the economy; operations
of depository institutions; why they are regulated;

 Explain how a nation’s money supply is determined; tools of monetary policy, role of central
banks and the conduct of monetary policy

INTENDED COURSE LEARNING OUTCOMES:

Upon successful completion of the course a student will be able to:

 Understand the importance of the financial sector in directing the use of scarce capital
 Understand the nature and functions of money
 Understand the Monetary Standards
 Understand the Financial institutions, structures and financial markets
 Understand the importance and functions of Central Bank
 Understand the monetary policy and its instruments
 Explain the determinants of interest rates
 Understand the term structure of interest rates
 Understand the impact of inflation on interest rates

RECOMMENDED TEXT BOOK:

Modern Money and Banking by Roger LeRoy Miller, David D. VanHoose. McGraw Hills Publications.
REFERENCE BOOKS:
Money, banking and financial markets by Stephen [Link]
ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 09
Assignements(s) 05
Class Participation 03
Presentations 03
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 87 of 213
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

# #
1. Introduction to money and the financial system
Parts of the financial system
The five core principles of money and banking
1.
2. Nature & Functions of Money. Meaning of money
Barter system and the difficulties of barter
Commodity money and Fiat money standards
3. Exchange & transaction costs
Commodity money &commodity standards
2.
4. Monopoly model of money
Seigniorage
5. Approaches to defining& approaching money
Transaction approach
3. Monetary approach
6. The Evolution of Money
The future of money
7. Financial instruments, financial markets & financial institutions.
4. Direct& indirect financing
8. Uses of Financial instruments, Underlying verses Derivative instruments
9. Bank and the different types of bank
5. Functions of a commercial bank
10. The thrift industry
11. Introduction to Interest rates: nominal vs real interest rate. Prime rate
6. 12 Interest rate calculation: nominal yield, current yield, yield to maturity, present value
of bond
13. Treasury bill and coupon yield calculation for T-bill
7.
14.
MID TERM EXAMS
MID TERM BREAK
15. Introduction to Central banking, Importance of central bank, Functions of
central bank
8.
16. Monetary policy and the Instruments of monetary policy: OMO, Discount
window policy, Reserve requirements.
17. Money in traditional macroeconomic system
9.
18. Money demand function, Supply of money
19. Introduction to Investment-Saving , Derivation of IS schedule
10. 20. Introduction to Liquidity-Money, Derivation of LM schedule
Derivation of IS-LM schedule
21. IS-LM Equilibrium and its effects on economy, IS-LM Disequilibrium
11.
22. Monetary policy in IS-LM model
23. Monetary Policy. Objectives & targets of monetary policy
12.
24. Intermediate targets of monetary policy
25. Nominal interest rate as intermediate target
13.
26. Money stock as intermediate target
27. Nominal income as intermediate target
14.
28. REVISION
END TERM EXAMS

Page 88 of 213
 Semester – VI
CODE COURSE CREDITS
MGT-422 Business Law 3
MGT-421 Introduction to Social Sciences 3
HUM-421 Entrepreneurship 3
MGT-412 Production operation Management 3
MGT-422 Business Law 3
Mgt-321 Business Policy & Strategy 3

Course Title: Business Policy and Strategy

Course Code: MGT -321
Credit Hours: 3+0
Course Instructor:

Prerequisites: Basic General Management

COURSE DESCRIPTION / OBJECTIVES:

1. Understanding of the nature of strategic management and the challenges facing business in the
21st century, including the impact of legal, ethical, political, social, economic, international and
technological issues;
2. Ability to critically evaluate alternative approaches to strategic management;
3. Ability to apply the techniques of strategic management to the analysis of businesses and the
development and implementation of viable strategies.

INTENDED COURSE LEARNING OUTCOMES:

At the end of the module, for a range of business and management organizations, the student will be able
to:
Page 89 of 213
 1. Evaluate and choose between different approaches to strategy;
2. Understand and apply recent developments in strategic theory in a business context;
3. Develop an approach to strategy which emphasizes the importance of organizational learning as a
tool for understanding the business and its relationship to the complex environment in which it
operates;
4. Identify and evaluate potential sources of competitive advantage;
5. Propose and justify viable future business strategies.

Recommended Textbooks (or Course Materials):

1) Corporate Strategy, 4th Edition by Richard Lynch

2) Exploring Corporate Strategy 9th Edition by Johnson & Scholes
3) Strategic Management and Business Policy, 9th Edition by Thomas [Link] and J. David
Hunger.

Assessment Instrument with Weights:

[Link] Items Marks

1 Mid Term Exam 30 marks
2 End Term Exam 50
3 Internal evaluation break down
Quiz 3
Assignment 3
Case Studies 4
Project Presentations 10
Total Evaluation marks (20) 20
Grand Total 100

Page 90 of 213
Course Contents

WeekLecture
# # TOPICS TO BE COVERED
1. Introduction to course.
What is strategy?
1. 2. Corporate strategy.
Core areas of corporate strategy.
Process, Content and Context
3. How have current ideas on corporate strategy evolved
2.
4. What are the main prescriptive and emergent theories of strategy?
5. Analyzing the environment?
Analyzing the customer and market segmentation.
3.
6. Sustainable competitive advantage.
Dynamics of competitive advantage.
7. Analyzing resources- basics
Key factors of success in the industry
4.
8. Adding competitive value: the value chain and the value system
Resource analysis and competitive advantage.
9. Purpose of the organization
Shaping the purpose of the organization. –vision-mission-
5.
objectives
10. Purpose and role of leadership
11. Knowledge management.
6. How to innovate the ‘ideas’ process.
12 Developing the mission developing the objectives.
13. Developing the strategy
Purpose and SWOT analysis
7. 14. Environment based strategic options
MID TERM EXAMS
MID TERM BREAK
15. Strategy Evaluation
8
16. Resource Based Options
17. Strategy implementation
9
The implementation process.
19. Relationship between implementation and
the strategy development process
20. Objective, task setting and communicating the strategy.
10.
21. Resource allocation
22. Strategic planning
11.
23. Information monitoring and control
24. The dynamics of strategy development and entrepreneurial growth.
12.
25. The dynamics of fast moving markets.
26. Managing strategic change.
13. Basic concept of strategic change
27. Analyzing the cause of strategic change
28 Prescriptive and Emergent Approaches to managing change.
Building a cohesive corporate strategy.
14.
29 Combining the elements of corporate strategy: the Seven S
Framework.
END TERM EXAMS

Page 91 of 213
Course Title: Business Law
Course Code: MGT-422
Credit Hours: 3+0
Course Instructor:

Prerequisites:
The student must have cleared the 5th semester in the case of BBA and the 3rd semester in the
case of MBA

COURSE DESCRIPTION/OBJECTIVES:
 Introduction of legal issues to the students, that impact business responsibility as managers.
 The courses will help managers to identify areas of legal liability and risk and suggest how to
minimize legal risk.
 In each topic covered during this course the emphasis is placed on how to identify the legal
duties that apply for a manager and the legal liabilities that may be attracted by their
actions.

INTENDED COURSE LEARNING OUTCOMES

The course is designed to provide students:
 An understanding of the legal system and how it applies to regulate business.
 Knowledge of basic principles of specific topics of law and their relevance to business.
 Knowledge of how to manage legal business risks.

Textbooks (or Course Materials) with Edition:

 Mercantile Law by [Link] Edi. 2013

 Law of Contracts by Imran Ahsan Khan Nyazee edi. 2011
 Contract Act 1872 by [Link]
 Partnership Act 1932 by [Link]
 Negotiable Instruments Act 1881 by Khargamwala
 Sales Act 1930 by [Link]
 Labour laws by Federal Law House 2016
 Latest Acts/ Ordinances uploaded on

[Link], [Link] ,
[Link],

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks
1 Midterm 30%
2 End term 50%
3 Internal Evaluation Breakdown
Quizes 5%
Assignments/Presentations 10%
Class participation 5%
Total 20%
Grand Total 100

Page 92 of 213
CLASS ASSIGNMENT:
Students are required to submit atleast two assignments. They are encouraged to use the legal
sourses such as some very informative websites, Books, Research Articles and must give proper
citations.

COURSE CONTENT:

Week Lecture TOPICS TO BE COVERED READINGS/

# # ASSIGNMENTS
1.  Introduction, information gathering, course overview, Read about a
 Introduction to Pakistan’s legal system. business
structure
1.
2. CONTRACT ACT 1872
 Contract and Agreement.
 Essentials of Contract
3. CONTRACT ACT 1872
 Classification of Contract
 Bilateral and Unilateral
 Express and Implied
2.  Valid, Void and Voidable, Unenforceable etc
4.  Contract of Indemnity & Contract of guarantee. The topics of
 Contingent Contract with Wagering Contract. assignment to
be given to
The students
5.  Discharges of Contract Quiz No.1
3.
6.  Remedies for Breach of Contract
PARTNERSHIP ACT 1932
7.  Nature of partnership.
4.  Comparison of Partnership with other forms of business
8.  General duties of partner.
 Rights of partners.
9  Limited Liabilty Partnership
 Main features, merits and demerits
 Procedure of its registration
5 10 NEGOTIABLE INSTRUMENT ACT 1881
 Negotiable Instrument, its Charateristics
 Promissory Note.
11  Bill of exchange,
 Cheque.
 Instrument payable by demand.
6 12 COMPANIES ACT 2017
 Preliminary / Definitions /
 Salient features of a company.
 Memorandum of Association
 Articles of Association
13  Management and Administration
7
14  Winding up of a company
 Revision
MID TERM EXAMS
Page 93 of 213
 MID TERM BREAK
15. FACTORIES ACT 1934 Assignment to be
 Definitions of Important terms Submitted after
 Inspecting Staff mid Break
8.
16.  Health & Safety
 Restriction on working hours of adults
17.  Holidays with pay and over time Topics for the
 Special provision adolescent and children second
9.
Assignment
18.  Penalties and procedure
19. SOCIAL SECURITY ORDINANCE 1965
 Definitions of Important Terms
10.
 Organization of Social Security Scheme
20.  Contributions by Employers and Employees
21.  Benefits under Social Security
22. INDUSTRIAL RELATIONS ACT 2012
11.  Definitions of Important Terms
 Trade Unions Quiz No.2
 Application for Registration.
23.  Unfair Labor practices on part of Employers and wrkmen
12. 24.  Worker’s Participation and Dispute Resolution.
 Labor Court
25. The Provincial Insolvency Act 1920
 Powers of the Court
13.  Procedure for the Adjudication of Insolvency
26.  Order of Adjudication and its effect
 Discharge and the cases of its refusal by the court
27. Presentation of the assignments
14.
28. Presentation of the assignments

END TERM EXAMS

Course Title: Pakistan Economy

Course Code: ECO-301
Credit Hours: 3+0
Page 94 of 213
Course Instructor:

Prerequisites:
Microeconomics, Macroeconomics, Money & Banking.

COURSE DESCRIPTION/OBJECTIVES:
This course is an attempt at understanding some of the significant debates that have occupied the realm
of political economy in relation to Pakistan. The course attempt to study the impact of production on
politics and vice versa through the medium of issues such as labour, health, education, poverty,
industrial concentration and ownership, economic policies, and state-society relations. The main
objectives of the course for students are:

 To make students understand the key sectors of economy of Pakistan and contemporary issues in
agriculture, industry, financial and social sector.
 To make students understand current policies in trade, commerce, fiscal/monetary policy, industry
and agriculture.
 To let the students, have a comprehensive knowledge about the current economic statistics of
major sectors of the economy.

INTENDED COURSE LEARNING OUTCOMES

The students are expected to:

 Identify and compare the main political themes in the development of the Pakistan economy.
 learn about the current economic condition of Pakistan and also to develop analytical thinking
about future.
 Effectively communicate ideas through presentation.

RECOMMENDED TEXT BOOK

Zaidi, S. Akbar, (2017), “Issues in Pakistan Economy”, third edition, Oxford University Press.

REFERENCE BOOKS
 Saeed, K. Amjad, (2007) “Economy of Pakistan, Institute of Business Management, Lahore.
 Economic Survey of Pakistan (Latest Issues).
ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 05
Assignements(s) 06
Class Participation 02
Presentations 07
Total 20 20
Grand Total 100

COURSE CONTENT

Page 95 of 213
Week Lecture TOPICS TO BE COVERED
No No
1. Assessing Pakistan’s Development
1. Structural transformation.
2. Five decades and five Epochs, Laying the foundation:1947-1958
3. The decade of Development:1958-1968
2.
4. The Bad Luck year:1971-1977, The second Military Government:1977-1988
5. The era of structural adjustment:1988 onwards
3. 6. Pakistan’s Agriculture sector
Significance of Agriculture sector for Pakistan. Importance of Agriculture Sector.
7. Green revolution, Mechanization, Land Reforms
4. 8. Manufacturing sector of Pakistan.
Importance of industrial sector.
9. Main industries of Pakistan. Key issues in industry in Pakistan
5.
10. Small scale manufacturing sector, its emergence and Growth
11. Energy Crisis in Pakistan
6.
12 Energy Crisis in Pakistan contd…
13. Balance of Payment and its components
Pakistan foreign economic relations.
7.
14. Contribution of the trade in the GDP of Pakistan.
Pakistan’s imports and exports in the context of current economic survey.
MID TERM EXAMS
MID TERM BREAK
15. Pakistan’s Fiscal Deficit
8. Does the Fiscal Deficit Matter?
16. The problems of measuring the deficit, fiscal deficits
17. Macro-economic implications of fiscal deficit.
IMF/World Bank view of Pakistan Fiscal Deficit.
18. Monetary policy, savings and inflation
9.
Introduction.
Monetary policy and monetary management in Pakistan.
Money supply and monetary expansion
19. Inflation and its causes. The low saving rates in Pakistan
10. 20. The Social Sector, Institutions, and the Governance.
Planning for the social sector
21. The health sector,(Statistics and Issues)
11.
22. Education,( Statistics and Issues)
23. Population Welfare
12.
24. Poverty and inequality. Trends and causes of poverty.
25. Regional and income inequalities
13.
26. Gender inequality and women: issues and trends
27. Gender inequality and women: issues and trends (contd)
14.
28. Revision
END TERM EXAMS

The number of weeks given can vary as the above schedule is tentative. Also, the date of examination may
be shifted later or earlier.

Page 96 of 213
Course Title: Introduction to Social Sciences
Course Code: MGT-421
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Principles of Management, Business Ethics

Course Objectives:

The course objectives are:

[Link] provide the understanding of the different disciplines within the social sciences, what they are, and how
they operate.
[Link] develop the ability of student to create ideas and solve problems together to develop an active learning
community.
Course Outcomes:
After successful completion of this course, students will be able to

 Understand the basic principles and tools of social sciences.

 Know the concepts and theories and strategies of social sciences.
 Recognize the nature and process of social sciences concepts
Textbooks (or Course Materials) with Edition:
 Hunt, E. F., & Colander, D. C. (2015). Social science: An introduction to the study of society.
Routledge.

Assessment Instrument with Weights:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 10
Assignements(s) 05
Class Participation 05
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Social Science and Its Methods
Social Science
Social Science as a System of Rules
The Scientific Method and Its Application
1. Methodology and the Social Sciences.
2.
Social Science Approaches to Problems
Common Sense in the Social Sciences
The Use of Statistics
The Interdisciplinary Approach

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 3. Historical Roots of Social Science
The Enlightenment
From Philosophy to Social Science
Human Origins
The Origin of the Human Species
Darwin and the Theory of Evolution
2. Recent Developments in Genetics
4.
Some Implications of Recent Developments
Sociobiology
Punctuated Equilibrium versus Gradual Change
The Evolution of Human Beings
Science, Faith, and Controversy
Predecessors of Modem Humans
5. Origins of Western Society
From the Stone Age to the Agricultural Age
Early Civilizations
The Cradle of Modern Civilization: Mesopotamia and Egypt
Development of the Greek Civilization
The Persian Empire
3. Roman Civilization
6. The Middle Ages (A.D. 476-1455)
The Renaissance
The Development of Modern Economic and Political Institutions
From Serfdom to Mercantilism
The Emergence of Nation-States
The Industrial and Political Revolutions of the 1750s to the 1850s.
7. Culture and Multiculturalism
Multiculturalism
The Shared Beliefs in Culture
Culture and the Nature of Society
Culture and Its Role in Human Societies
4. The Elements of Culture
8.
Cultural integration
Culture, Society, and Social Change
Popular Theories of Social Change
Factors Causing Cultural Change
Language and Cultural Change
9. Society, Culture, and Cultural Change
Social Change and Social Problems
Cultural Lag and Social Problems
Limitations of the Cultural Lag Theory
5.
10. Contrasts among Cultures
The Interaction of Humans and Society
Cultural Relativism
Approach to the Study of Society
11. Geography, Demography, Ecology, and Society
Geography
Demography
Population Estimates
Determinants of Population Growth
The Growth of Population over Time
The Problem of Counting
6. 12 The Malthusian Theory
Population and Means of Subsistence
The Concept of Optimal Population
The Question of Population Quality
Ecology: The Interaction of Geography, Demography and Environment
The Ecological Balance
Pollution
Conservation and the High Price of Gasoline

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 13. The Family
Variations in the Family Pattern
Number of Mates
Selection of Mates
7.
14. Family Control
Reckoning of Descent
Functions of the Family in Society
Matching Family Patterns with Family Functions.
MID TERM EXAMS
MID TERM BREAK
15. Religion
The Nature of Religion
The Great Religions of today
Islam
Hinduism
Buddhism
8. 16. Judaism
Christianity
The Role of Religion in Society
Religion as a Source of Moral Values and Social Change
Impact of Religion on Education, the Arts, and Literature
Interfaith Efforts for Peace
The Potential Conflict between Religion and Government
17. The Functions of Government
The Primary Functions of Government
Maintaining Internal Order and External Security
Ensuring justice
Safeguarding Individual Freedoms
9. 18. Regulating Individuals' Actions
Promoting the General Welfare
Debates about the Nature of Government
Political Theory and Government
Three Views of the Nature of Government
Elements of Truth in Each of the Views
19. Forms of Government
Democracies
Autocracy
French Government
The French Parliamentary System
The French Executive Branch
10. 20. Mexican Government
Nigerian Government
The British Influence
Modern Nigeria's Government: The Fourth Republic
Russian Government
Saudi Arabian Government
Some Lessons about Governments
21. Governments of the World
French Government
The French Parliamentary System
The French Executive Branch
Mexican Government
Nigerian Government
11. 22. The British Influence
Modern Nigeria's Government: The Fourth Republic
Russian Government
Saudi Arabian Government
Some Lessons about Governments
Future changes in Governments

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 23. The Organization of Economic Activities
The Nature of an Economy
Functions of an Economy
Economics and the Social Sciences
Economic Wants and Economic Goods
The Economic Aspects of Culture
The Great Economic Problem
12. 24. The Evolution of Economic Systems
From Feudalism to Mercantilism
From Mercantilism to a Pragmatic Market Economy
Planned and Unplanned Economies
How Planned Economies Are Supposed to Work
Why Central Planning Did Not Meet Its Goals
How Market Economies Are Supposed to Work
Supply and Demand
25. The Political Economies of Developing Countries
Problems of Developing Countries
The Political Consensus Problem
The Corruption Problem
The Economic Problem
The Debt Problem
The Population Problem
26.
The Brain Drain Problem
13.
Mission Impossible: Advice to a Potential Leader
Options of Developing Countries
Political Options
Economic Options
Foreign Policy Options
Population Options
The Brain Drain Option
Who Will Be the Next Leader?
27. Social and Economic Stratification
Types of Social Stratification
Estates
Castes
Social Classes
Social Mobility
Who Are the Upwardly Mobile?
14. 28. Education and Social Mobility
Class Consciousness
Class Consciousness, Marx, and Weber Economic and Social Inequality
Causes of Income Inequality
Measuring Poverty
Increasing Social and Economic Inequality
Policies to Reduce Inequality
- END TERM EXAMS -

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Course Title: Production and Operation Management
Course Code: MGT-412
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Students should be specialized in production and operations management aspects.

COURSE DESCRIPTION/OBJECTIVES:
 This course gives you an introduction to the functional area of production and operations
management as practiced in manufacturing industries and the services sector. It includes decision-
making, project management, facility layout in manufacturing and services industries, waiting
lines, quality control, just-in-time systems, forecasting, aggregate planning, inventory
management, materials requirements planning (MRP), and operations scheduling.
 To provide an introductory course in Prodn/Opns. Management.
 To present the student with an overall view of the decision-making process as it relates to the
major areas of Production/Operations Management.
 To place the historical development of Prodn./Opns. Mgmt. Techniques in their perspective by
discussing the evolution of principles that make it possible to design facilities, processes, and
control systems with a degree of predictability as to their performance.
 To present the principles of operations economies (how to employ labor materials, machines, and
capital) in a balance to match the changing relative values of the basic components.

INTENDED COURSE LEARNING OUTCOMES:

 Demonstrate awareness and an appreciation of the importance of the operations and supply
management to the sustainability of an enterprise.
 Demonstrate a basic understanding of project management.
 Demonstrate an awareness of the importance of facility layouts.
 Explain the importance of forecasting.
 Demonstrate an understanding of the concepts of operations scheduling

PROVISION OF SOFT SKILL:

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The students will develop the skill of the decision-making process and apply the principles that make it
possible to design facilities, processes, and control systems with a degree of predictability as to their
performance.

RECOMMENDED TEXT BOOK:

Operations Management By Jay Heizer & Barry Render 12th edition
REFERENCE BOOKS:
Operations Research By Taha 6th edition

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ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

1. Introductory class, Introduction Basic Concepts
Definition Organizations for creation of goods and service
1.
2. Introductory class, Introduction Basic Concepts
Definition Organizations for creation of goods and service
3. The productivity Challenger and related problems
2.
4. The productivity Challenger and related problems
5. Systems, Mission, Strategy-Strategic/Tactical Decisions
Design of goods and services, managing quality
3.
6. Systems, Mission, Strategy-Strategic/Tactical Decisions
Design of goods and services, managing quality
7. Operation management in global environment,
4. Competitive advantage in global environment
8. Project management, CPM method
9. Project management, CPM method
5.
10. Network approaches, AOA and AON and related problems
11. Network approaches, AOA and AON and related problems
6.
12 Probability and Z value calculation
13. PERT analysis, three time estimates in PERT and related problems
7.
14. PERT analysis, three time estimates in PERT and related problems
MID TERM EXAMS
MID TERM BREAK
15. Crashing the project and concept of equalization
8.
16. Crashing the project and concept of equalization
17. Qualitative and quantitative forecasting approaches Time series forecasting
9.
18. Qualitative and quantitative forecasting approaches, Time series forecasting
19. Forecasting error models
10.
20. Simplex method and related numericals
21. Simplex method and related numericals
11.
22. Hungarian method, Problems and calculations
23. Hungarian method, Problems and calculations
12.
24. Linear Programming, Corner point method and related problems
25. Linear Programming, Corner point method and related problems
13.
26. Layout strategy and Location Strategies, Types of lay out , waiting line models
27. Layout strategy and Location Strategies, Types of lay out , waiting line models
14.
28. Just-in-Time and Lean Production Systems
END TERM EXAMS
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Page 104 of 213
Course Title: Entrepreneurship
Course Code: HUM-421
Credit Hours: 3+0
Course Instructor:

Prerequisites: None

This is a compulsory course, better understanding all basic courses such as marketing, management, and
finance courses as the entrepreneurs need to excel in all these functions to be able to write a business
plan for this course. Furthermore with their startup projects students

Course Description:
 Entrepreneur, Start up business, arrange funding, creativity, innovation, Effectuation, business plan and
intellectual property are a few concepts which can explain if taken simultaneously the subject
Entrepreneurship. The air of this subject is different from other management subject though they feel
like carrying same philosophy. Entrepreneurial intention and effectuation principles set them apart
from other business subjects which emphasize on continued planning.
 In today’s competitive world where we are facing intense competition in every field not only from
national but from a global perspective. The developing digital age and E-business has opened war of
the brands/ businesses from many sides concurrently. The emphasize of teaching comprehensively
financial, marketing, production plans and social entrepreneurship concepts will provide the students
better to handle any situation presented to them.

Objectives:
 To understand and handle your own and corporate business this course will equip the students with
appropriate subject knowledge and practical skills for managing business investments and fundraising
for startups.
 A thorough emphasize on writing the winning business plan and
 Transforming the idea into a proto type
 Initiate a startup will provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan.

Intended Learning outcome:

This course explores the allure of entrepreneurship, teaching students how to successfully start their own
businesses. With real business profiles of inspiring young entrepreneurs,
 Develop Aspiring entrepreneur
 Managing small scale business
 Participation in national and international events

Textbooks (or Course Materials) with latest Edition:

Entrepreneurship: Successfully Launching New Ventures, 4th [Link] R. Barringer, Oklahoma

State University R. Duane Ireland, Texas A&M University ©2012 |Pearson

Reference Books:
Innovation and Entrepreneurship by Peter F. Drucker Harper Collins publishers UK
“Patterns of Entrepreneurship” by Jack M Kaplan
Naqi, Dr. S. M, Entrepreneurship – A Recipe for Economic Development: Lahore, Naqi Hyder &
Associates
Kuratko Donald F and Hodgetts (2001) Richard M, Entrepreneurship- A Contemporary Approach: New
York, South-Western, Thomas Learning

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ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project 10 10
Any Other/business plan 10 10
Total 20 20
Grand Total 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1. Introduction to Entrepreneurship, Nature and Importance of
Entrepreneurship, myths about Entrepreneurship, types of entrepreneur,
1.
process of entrepreneurship
2. process of entrepreneurship
3. Recognizing Opportunities and Generating Ideas, finding gaps
,techniques for generating ideas ,process of generating creative ideas
2.
4. Recognizing Opportunities and Generating Ideas, finding gaps
,techniques for generating ideas ,process of generating creative ideas
5. Encouraging and protecting new ideas ,protecting ideas from being
3. lost and stolen
6. Feasibility Analysis,
7. Feasibility Analysis
4.
8. Industry and Competitor Analysis
9. Industry and Competitor Analysis
5.
10. Writing a Business Plan
11. Writing a Business Plan
6.
12 Writing a Business Plan
13. Developing an Effective Business Model
7.
14. Setting up the company
MID TERM EXAMS
MID TERM BREAK
19. (Assessing a New Venture’s Financial Strength and Viability
8.
20. Process of financial management
21. Building a New-Venture Team
9.
22. Building a New-Venture Team
23. Getting Funding or Financing
10.
24. Local Venture Capitalist or Business Angel
25. The Importance of Intellectual Property
11.
26. The Importance of Intellectual Property
27. E business strategy
12.
28. E business strategy
29. Preparing for and Evaluating the Challenges of Growth
13.
30. Strategies for Firm Growth
31. Franchising
14.
32. Selling, mergers

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 .
End term examination

Semester – VII
CODE COURSE CREDITS
MKT-411 Strategic Marketing 3
HUM-223 Chinese Language-I 3
MKT-474 Consumer Behavior 3
Elective-I 3
Elective-II 3

Course Title: Strategic Marketing

Course Code: MKT-411
Credit Hours: 3+0
Course Instructor:

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PREREQUISITS:
1. “Principle of Marketing “A South Asian Perspective - by Philip K. & Ehsan ul Huq.
2. “Marketing Management” International Edition – by Philip Kotler & Gary Armstrong

COURSE DESCRIPTION:
The course allows students to develop skills in dealing with strategic marketing problems found in both
profit and nonprofit settings. The focus is on a developing a framework for strategic marketing plans
with emphasis on consumer and environmental analysis.
Market segmentation, product positioning, marketing responsiveness, and competitive reaction will be
explored. Exercises and activities involving various aspects of marketing such as pricing, outsourcing,
and promotion will also be used to enliven text material.
COURSE OBJECTIVES:
The objectives of this course include that you become familiar with the application of marketing
concepts. The primary objective is to develop the capabilities necessary to apply marketing theories and
concepts to actual situations and current events.
COURSE OUTCOMES:
 To explain the need to develop market-oriented cultures and processes in order to deliver superior
customer value
 To demonstrate the significance of marketing in key business activities such as new product
development, customer management, and establishing value chain advantages.
 To emphasize the importance of marketing strategically and of marketing planning in operating a
successful business
Textbooks (or Course Materials) with Edition:
 “Strategic Marketing” by David W. Cravens, 10th Edition, McGraw-Hill.
 Further readings/notes/handouts and case studies will be provided by the instructor when and
where deemed necessary.
ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Assignements(s) 9
Class Participation 5
Présentations 6
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
1. 1. Strategic Marketing , The marketing Strategy process
Market-Driven Strategy
Characteristics of MD Strategies
2. Market-Driven Strategy characteristics: 1. Becoming Market Oriented 2.
Distinctive capabilities 3. Matching customer values 4. Creating value for
customer
2. 3. Corporate and business and marketing strategies and Component
Strategic marketing new era challenges
4. Business and Marketing Strategies, Strategic Plan
Strategic situation analysis
Marketing size estimation
3. 5. Developing and Implementing Market Driven program
Strategic Brand Management ,
Value chain, price and promotion strategies
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 6. Market Vision, Structure, and Analysis and competitive space
Analyzing completion, building customer profiles, forecasting
4. 7. Strategic marketing segmentation
Market Driven strategy, segmentation and process
8. Segmentation and value opportunities, and capabilities
creating new market space, Targeting and strategic positioning
5. 9. Requirements of segmentation
Response differences, Identifiable, Actionable ………
10. Approaches for finer segmentation strategy. And
Targeting and positioning strategies.
6. 11. Strategic customer management: Systems, Ethics, and social responsibility
Developing CRM Strategy, customer lifetime value
Corporate Reputation…..
12. Marketing Information and Intelligence systems, and
Ethical issues
7. 13. Innovation and New products strategy
Types of Innovation
Developing an Innovation culture
14. Case study “Google”.
MID TERM EXAMS
MID TERM BREAK
8. 15 Conti: New product planning……
Value – chain strategy
16 Roles and functions and consideration of Distribution….
Channel management and SCM.
9. 17 Distribution selection strategy
Pricing strategy, Pricing objectives
Strategic role of price……….
18 Advertising ,Promotion and sales strategies
Promotion strategy
10. 19 The Composition of sales promotion strategy
Communication objectives
20 Advertising strategy
Setting objectives and budgeting
11. 21 Sales promotion strategy and its scope and nature
Activities, Advantages and Limitations
22 Case study
12. 23 Sales, Digital and Direct marketing strategy
Sales force strategy
24 Types of sales jobs……….
Internet Marketing strategy
13. 25 Direct Marketing strategies
Reasons using Direct Marketing
26 Direct marketing methods and limitations……
14. 27 Presentation
28 Recap
END TERM EXAMS

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Course Title: Consumer Behavior
Course Code: MKT-474
Credit Hours: 3+0
Course Instructor:

Prerequisites
Consumer Behavior is a core subject and assumes that the student must have basic understanding of
marketing principles and strategies.

Textbook

Consumer Behavior, by Leon G Schiffman 12th Edition

Course Overview

This course provides with (1) theory about consumer behavior (CB) and (2) an understanding of how CB
concepts can be applied to marketing management, to our roles as consumers, and to everyday life and
personal development. The primary course goal is to provide you with an understanding of CB, which is
important for marketing managers as well as public policy makers. A secondary course goal is to develop
your knowledge of CB as a major aspect of human behavior (yours specifically), and appreciate the role
consumption plays in our society today, both its positive aspects, and the ethical challenges it poses.

Course Description
The most complex aspect of marketing understands the mind and heart of the consumer. If consumer
behavior was easy to explicate, then all products would sell as well as projected, all ads would be effective,
economies would be efficient and marketing would be a simple prospect. In actuality, consumers are
frustrating and irrational and difficult to predict.
This course focuses on providing you with the basic tools to better understand consumer behavior. We will
address.

Managerial applications of consumer behavior: What marketing strategies are likely to be effective given
consumer response? When we focus on managerial applications, we will attempt to apply tools from
psychology, economics, and other social sciences to particular marketing problems. The focus will be on
specific results.

Psychological applications of consumer behavior: How do humans operate in the marketplace?

When we focus on psychological applications, we will take a more general, scientific approach. We may
learn about research initially aimed toward a particular marketing problem (or marketing issues at all) that
illuminates some basic aspect of human behavior that can then be used to understand human behavior in a
market.

Personal applications of consumer behavior: What sorts of social and cognitive mechanisms do you, as a
consumer, bring to your purchasing decisions?
When we focus on personal applications, we will attempt both to better understand the triumphs and
mistakes you may have encountered when you shopped or chose a restaurant or voted, and to help you to
make more informed decisions in the future. At the least, you should be able to label and explicate your
consumer mistakes even as you make them.
Course Objectives
 To assimilate knowledge concerning consumer behavior
 To create skills for observing, analyzing and finding solutions for consumer behavior issues.

Skills:
- To accomplish a research concerning the buying process.
- To communicate and speak in public.
- Team work

Reference Material

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 Case Studies will be provided along with the course pack in advance.
Additional slides/handouts/information will also be shared in-class, as appropriate.

Course Learning Outcomes

After successful completion of this course, students will be able to
a. Explain key concepts, and apply them to marketing.
b. Analyze factors affecting the consumer behavior including the macro- and micro-environment,
and other factors
c. Explain key elements of market segmentation, and propose a competitive positioning plan for
an organization.
d. Formulate and implement marketing strategy in line with expected consumer behavior.

Assessment Instrument with Weights

 Midterm 30%
 End term 50%
 Internal evaluation 20% (Quizzes, Project presentation and Class Participation, Discussion of
Case Studies and Articles in Class, Assignments)

Week Lecture TOPICS TO BE COVERED

# #
1. Introduction, Course Overview and Discussion
Technology Driven Consumer Behavior
1. 2.  The Marketing Concept
 Technology enriches exchange between consumers and Markets
Project planning
3. Technology Driven Consumer Behavior (Cont.)
 Customer Value, Satisfaction and Retention
4.
 Consumer Decision Making Model
Segmentation, Targeting & Positioning
2.  Bases for Segmentation
1. Demographics
2. Geodemographics
3. Green consumers
4. Personality Traits
5. Psychographics, values and lifestyles
5. Segmentation, Targeting & Positioning (Cont.)
 Media based segmentation
6.
 Usage rate segmentation
 Behavioral targeting
 Positioning (umbrella positioning, premier positioning, & un-owned position)
3.  Re-positioning.
Quiz # 1
Consumer Motivation and Personality
 Dynamics of Motivation
 System of Needs Murry’s List of Psychogenic Needs
 Maslow Hierarchy Theory
7. Consumer Motivation and Personality (Cont.)
 Trio of Needs
8.  The measurement of motives
4.  The nature of personality
 Theories of personality (Freudian theory, non- Freudian theory)
 The Self and Self Image (the extended self, altering the self).
Quiz # 2 & Assignment # 1
9.  Case Study Discussions
10. Consumer Perception
5.  The Elements of Perception (sensory input, the absolute threshold, ambush
marketing, experiential marketing, the differential threshold, & subliminal perception)
 Perceptual Selection (the stimulus, expectations, motives, selective perception).
6. 11. Consumer Perception (Cont)

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 12  Perceptual Interpretation (First impression & Halo effect)
 Consumer Imagery (brand image, package image, & service image)
 Perceived Quality (product quality, service quality, price/quality relationship, store
image and perceived quality)
 Perceived Risk.
Consumer Learning
 The Elements of Consumer Learning
 Classical Conditioning
 Instrumental Conditioning
13. Quiz # 3
14. Consumer Learning (Cont)
 Observational Learning
7.
 Information Processing
 Outcomes and Measures of Consumer Learning (recognition and recall measures,
brand loyalty, & brand equity).
MID TERM EXAMS
MID TERM BREAK
15. Midterm papers shown and discussion.
Consumer Attitude Formation and Change
16.  Attitudes and Their Formation (consumers learn attitudes, sources of attitude
formation, attitude formation toward product categories/brands)
8.
 The role of personality factors (attitudes are consistent with behaviors, attitudes
occur within situations and example table)
 The Tri-component Attitude Model (the cognitive, the affective and the conative
component)
17. Consumer Attitude Formation and Change (Cont.)
 Altering consumers attitudes (changing beliefs about products, changing brand
image, changing beliefs about competing brands)
18.  Changing the Motivational Functions of Attitude (utilitarian function, the ego-
9.
defensive function, the value-expressive function and the knowledge function)
 Cognitive Dissonance
 Resolving Conflicting Attitudes
Quiz # 4 and assignment # 2
19. Persuading Consumers
 The Communication Process (selective exposure, & psychological noise)
 Broadcasting Vs Narrowcasting and addressable advertising
20.  Persuasive Advertising Appeals ( comparative advertising, fear appeals, & humorous
10.
appeals)
 Measures of Message Effectiveness (communication feedback, customer satisfaction,
persuasion effects, sales effects, physiological measures)
 Brand Communication, Brand Relationships, and Lifestyle Appeals.
21. From Print and Broadcast Advertising to Social and Mobile Marketing
 Consumer and Social Media (permission to collect information, social advertising
best practices & social media communication channels)
22.  Consumers and Mobile Advertising (response, advantages and short comings, what’s
in store for consumers?)
 Measuring Media’s Advertising Effectiveness (analyzing websites visits, gauging
11.
influence within social networks & google analytics).
Quiz # 5 and assignment # 3
Reference Groups and Word-of Mouth
 Source Credibility
 Types of Reference Groups
 Consumption related reference groups
12. 23. Reference Groups and Word-of Mouth (Cont.)

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 24.  Word of Mouth and Opinion Leadership
 Strategic Applications of WOM (social networks, brand communities, weblogs,
stimulating WOM, viral marketing, buzz agents, and managing negative rumors).
Cultural Influence on Consumer Behavior
 Culture’s role and Dynamism (levels of cultural norms, four segments of global youth,
and continuous cultural evolution)
 Learning Cultural Values (forms of learning, enculturation & acculturation, marketing
influences on cultural learning, language & symbols, rituals)
 Measuring cultural values (Content analysis, field observations)
 Adapting IMC to emerging markets.
25. Cross Cultural Consumer Behavior
 Cross cultural analysis (measures)
26.  Acculturation (consumer research difficulties)
 Localization Vs Standardization (product and service customization for local cultures,
linguistic barriers, promotional appeals)
13.  Global Marketing Strategies (spending power and consumption patterns, the growing
middle class, the growing teen market).
Quiz # 6 (Mega Quiz)
Consumer Behavior and Ethics
 The societal marketing concept
 Exploitive marketing
14. 27. Final Project Presentations
END TERM EXAMS

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Course Title: Chinese Language-I
Course Code: HUM-223
Credit Hours: 3+0
Course Instructor:

Prerequisites: Nil

Course Objective:

1. Acquire basic language skills of modern Chinese:

2. Obtain basic Chinese language skills of listening, speaking, reading, and writing.
3. Establish a mastery of the pinyin Romanization system and can pronounce and transcribe
correctly sounds used in modern standard Chinese.
4. Read short texts.
5. Master basic sentence patterns and use them to produce sentences.
6. Conduct simple conversations in Chinese
7. Lay foundation for further study of Chinese language and prepare for the next level Chinese
course.

COURSE LEARNING OUTCOMES:

Recommended Text Books:

New Text Book2015:New Practical Chinese Reader

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 114 of 213

COURSE CONTENT

Week# Lecture# TOPICS TO BE COVERED

1. 1. Introduction to Chinese : its meaning and source
2. Introduction to Chinese importance, some useful expression
2. 3. Introduction to Chinese Pinyin: its construction and function
4. Introduction to Initials in Chinese pinyin, practice it
3. 5. Introduction to Finals in Chinese pinyin, practice it
6. Key points of pronunciation and Chinese tones
4. 7. Lesson1: text, new words
8. Lesson1: pronunciation drills and conversation practice
5. 9. Lesson2: text, new words
10. Lesson2: pronunciation drills(Neutral tone) and conversation practice
6. 11. Lesson3: text, new words
12. Lesson3: pronunciation drills and conversation practice
7. 13. Review
14. Review
MID TERM EXAMS
MID TERM EXAMS
8. 15. Introduction to Chinese grammar: Sentence with“是”
16. Introduction to Chinese grammar：”yes-no” question with“ 吗”
9. 17. Grammar: Questions with an interrogative pronoun
18. Grammar: Sentence with a verbal predicate
10. 19. Lesson4: text, new words
20. Lesson4: pronunciation drills and conversation practice
11. 21. Lesson5: text, new words
22. Lesson5: pronunciation drills and conversation practice
12. 23. Lesson6: text, new words
24. Lesson6:Review of Pronunciation and conversation practice
13. 25. Comprehensive Practice
26. Comprehensive Practice
14. 27. Review
28. Review

END TERM EXAMS

Page 115 of 213

 Semester – VIII
CODE COURSE CREDITS
MGT-411 Organizational Behavior 3
HUM-224 Chinese-II 3
HUM-422 Psychology 3
Elective-I 3
Elective-II 3

Course Title: Organizational Behavior

Course Code: MGT-411
Credit Hours: 3+0
Page 116 of 213
Course Instructor:

PREREQUISITES:

All BBA/MBA core courses including Principles of Management, Human Resource Management

COURSE OBJECTIVES:

The course «Organizational Behavior» has three primary objectives:

 To examine central theories and concepts in organizational behavior which provide students with
in-depth understanding of human behavior issues in organizations
 To develop students’ analytical and problem solving skills as they relate to organizational
behavior issues.
 To develop students’ appreciation of the relevance of organizational behavior in understanding
the effectiveness of organizations.

COURSE OUTCOMES:

At the end of the course, the students will be able to:

 This course will refine the understanding of students towards the study and applications of human
side management and organization.
 This course will help them to understand the major environmental challenges plus micro and
macro perspectives and unit of analysis of organizational behavior.
 This course is aimed at refining the understanding of students towards the prior knowledge of
management and behavioral sciences.
 After studying this course the students will be able to understand the modifications, quality of
work life and identifiable trends, which have emerged in organizational behavior.
 This course is aimed at giving the opportunity for the students to receive theoretical knowledge
about human behavior within organizational settings and to develop practical skills for managing
this behavior.

REFERENCE MATERIAL:

 Organizational Behavior 11th Edition by Fred Luthans (McGraw Hill eleventh edition)
 Organizational Behavior by Stephen P. Robbins 12th Edition

Page 117 of 213

ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Orientation, definition of organizational behavior, Historical background of
1. organizational behavior
2. Theoretical Frameworks , Challenges and opportunities for OB
3. Definition and Importance of perception , Social Perception (Attribution
2. Theory, Stereotyping and Halo effect)
4. HBS case: Jamie Turner
5. Definition and meaning of personality and determinants of personality
(The Self-concept)
3.
6. Big five Model, MBTI, Important personality characteristics, HBS case:
Thomas Green
7. The nature and dimensions of Attitude (Components and functions),
Ways of changing attitudes
4.
8. Job satisfaction, organizational citizenship behavior and organizational
commitment, HBS case: Treadway Tire Plant
9. Meaning of motivation, The content theories of motivation
5. 10. The process theories of motivation ,Contemporary theories of
motivation
11. Case Study: Engstrom Auto Mirror Plant
6. 12 Principles of learning (Reinforcement and Punishment), Law of effect
(Positive and negative rein forcers)
13. Organizational reward systems (Money as a reward and new pay
7. techniques), Non financial rewards
14. Behavioral Performance Management
MID TERM EXAMS
MID TERM BREAK
15 Group Dynamics and Teams , Nature of groups
8
16 Dynamics of informal groups
17 Definition of conflict and Transitions in conflict thought
9. 18 The conflict process and Intra-individual conflict (Goal conflict and
Role conflict and ambiguity)
19 Interpersonal And Intergroup Conflict
10.
20 Negotiation skills
21 The definition of stress and the background of stress
11 22 The causes of stress (Extra-organizational stressors, organizational
stressors, group stressors and individual stressors)
Page 118 of 213
 23 The effects of stress ( physical problems, psychological problems and
behavioral problems)
12
24 Coping strategies for stress( Individual and organizational
coping strategies)
25 The meaning of power (distinctions among power, authority and
13 influence) and the classifications of power
26 Political strategies used to acquire power
27 Traditional theories of leadership, Modern theoretical processes of
14 leadership, Leadership skills
28 Final project presentations
END TERM EXAMS

Page 119 of 213

Course Title: Business Psychology
Course Code: HUM-422
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:
Psychological Applications, Business Ethics

COURSE OBJECTIVES:
A basic business psychology education program whereby the students are expected to learn about the
following concepts:
 Human behavior, motivations and attitudes at work
 The psychology of leadership, coaching and marketing
 Personnel selection, training and assessment
 Communication, conflict resolution and negotiation
 Research design and methods

LEARNING OUTCOMES:
The concepts and techniques learnt through this course will help students in a number of ways,
including:

 Have developed interpersonal skills required to work collaboratively with other professionals and
stakeholders
 Have a sound working knowledge of people and behaviors in multidisciplinary environments
 Be capable of applying theoretical and empirical knowledge in a real world context
 Be skilled in applying research methods and the practical application of human psychology
 Have ethical awareness, professional practice and ability to arrive at appropriate and ethical
solutions to applied psychology applications
 Be able to analyze needs of organizations to make informed decisions regarding applied
psychological issues
 Have an understanding of theories of leadership and organizational change
 Be able to contextualize and integrate psychological theory of individuals, groups, and the
organization

REFERENCE MATERIAL:
Work and Organizational Psychology by Nik Chmiel
Influence: The Psychology of Persuasion, by Robert B. Cialdini and George Newbern
Mindset: The new Psychology of Success, by Carol Dweck and Marguerite Gavin

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 120 of 213

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1.1. Foundation of Applied Psychology
1.
2.2. Psychological skills in work place
3.3. Work Motivation
2.
4.4. Work Attitudes and Job Satisfaction
5.5. Emotion at Work
3.
6. Personality and Value
7. Psychology of Coaching
4.
8.6. Psychology of Leadership
9.7. Introduction to Human Factors
5.
10.
8. Human Behavior
11.
9. Organizational Diversity
6.
1210. Change Management
13.
11. Work Stress Management
7.
14. Case study on Stress Management
MID TERM EXAMS
MID TERM BREAK
15 Communication Skill
8
16
12. Improving Communication
17
13. Gender & Social Psychology
9.
18
14. Sensation & Perception
19
15. Effects of Social Environment
10.
20
16. Psychology for Marketing
21 Effects of Social environments
11
22 Measures to improve Social environments
23 Attitude makes personality
12
24 Ways of Improving Personal Attitude
25 Negotiation Skills
13
26 Interviewing and Assessment
14 27
17. Presentations
15 18. Project

END TERM EXAMS

Page 121 of 213

Course Title: Chinese-II
Course Code: HUM-224
Credit Hours: 3+0
Course Instructor

Prerequisites: Chinese-I

Course Objective:

1) Acquire basic language skills of modern Chinese:

2) Obtain basic Chinese language skills of listening, speaking, reading, and writing.
3) Establish a mastery of the pinyin Romanization system and can pronounce and transcribe
correctly sounds used in modern standard Chinese.
4) Read short texts.
5) Master basic sentence patterns and use them to produce sentences.
6) Conduct simple conversations in Chinese
7) Lay foundation for further study of Chinese language and prepare for the next level Chinese
course.

Recommended Text Books

New Text Book2015:New Practical Chinese Reader

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 122 of 213

COURSE CONTENT

Week# Lecture# TOPICS TO BE COVERED

1. 1. Lesson7: text, new words
2. 2. Lesson7:Grammar1:V/A-not-V/A question;Grammar2:“也”and“都”
3. 3. Lesson8: text, new words
4. 4. Lesson8:Grammar: Numbers from 11 to 100
5. 5. Lesson9: text, new words
6. 6. Lesson9:Grammar:Expressing the date and days of the week
7. 7. Review
MID TERM EXAMS
MID TERM EXAMS
8. 8. Lesson10: text, new words
9. 9. Lesson10:Grammar:Prepositional phrase
10. 10. Lesson11: text, new words
11. 11. Lesson11:Grammar: Telling time
12. 12. Lesson12: text, new words
13. 13. Lesson12:Grammar: Alternative questions
14. 14. Review
END TERM EXAMS

Page 123 of 213

Specialization Courses
(Finance)

Page 124 of 213

Course Title: Financial Reporting and Analysis
Course Code: FIN-454
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Fundamentals of Accounting, Financial Accounting, Cost Accounting, Introduction to Finance, Financial
Management

Course Description:
This course is an introduction to financial statement analysis, aiming to provide you the basic skills and
techniques to analyse financial statements for the purpose of valuation. You will learn how to evaluate
financial statements and perform prospective, credit, and equity analyses. Students will also learn how to
recast and adjust financial statements to obtain a better estimate of earning power.

Course Objectives:
Financial reports are the primary means by which managers communicate company results to investors,
creditors and analysts. These parties use the reports to judge company performance, to assess
creditworthiness, to predict future financial performance, and to analyse possible acquisitions and take-
overs. Users of financial statements must be able to meaningfully interpret financial reports, construct
measures of financial performance and analyse the reporting choices made by companies. Also, since
company managers choose accounting techniques when making their reports, users must learn to undo
the effects of these accounting choices. The purpose of this course is to give the foundation for such
analysis.

LEARNING OUTCOMES:
On completion of this course unit, successful students will be able to:
 Calculate and interpret a range of accounting ratios from the financial statements of large
companies;
 Appreciate the complex nature of real life financial statement ratio calculations;
 Understand the role of, and draw upon, the strategic (competitive and sustainability) context of a
business in interpreting that business's financial statements;
 Effectively interpret financial statements from the perspective of the forward-looking information
needs of different stakeholders;
 Understand a range of factors that can indicate the quality and reliability of financial statement
information;
 Appreciate the various sources of data that may be useful in analyzing the position, performance
and future prospects of a firm

TEXTBOOKS (OR COURSE MATERIALS):

 The Analysis and use of Financial Statements (3rd Edition) By:Gerald I. White, Ashwinpaul C. Sondhi, and Dov Fried.
 Financial Statement Analysis Using Financial Accounting Information (7 th Edition) By: Charles H. Gibson

Page 125 of 213

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50

3. Internal Evaluation Breakdown

Quiz(s) 5
Assignements(s) 5
Class Participation/Presentations 5
Case Discussion 5
Total 20
Grand Total 100

Week #Lecture # TOPICS TO BE COVERED

1. Introduction to Analysis of Financial Statements,
1.
Utilization and Practicality of the Course
2. Framework for Financial Statements Analysis
Need for financial statement analysis, Users of financial statements
Principal financial statements
Qualitative characteristics of accounting data
Chapter # 1 (Sondhi) Chapter # 1 (Gibson)
3. Framework for Financial Statements Analysis….
2. GAAP
Chapter # 1 (Sondhi) Chapter # 1 (Gibson)
4. Accounting Policies and their Impact on Financial Analysis….
Overview of Accounting Cycle
Auditor’s Report and its types
Chapter # 2 (Sondhi) Chapter # 2 (Gibson)
5. Accounting Policies and their Impact on Financial Analysis….
The accrual concept of income
Revenue recognition methods
3.
Percentage-of-Completion Method
Completed contract method
Chapter # 2 (Sondhi) Chapter # 2 (Gibson)
6. Accounting Policies and their impact on Financial Analysis…….
Nonrecurring items
Adjustments for Nonrecurring items
Management Discretion and Earnings Manipulation
Chapter # 2 (Sondhi)
7. Cash Flow Statement Analysis
Need for a Cash Flow Statement
4.
Importance of Cash Flow Statement
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
8. Cash Flow Statement Analysis….
Basic Elements of Cash Flow statement
Cash Flow Classification Issues
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
9. Cash Flow Statement Analysis….
Direct and Indirect cash flow method
5.
Preparation of Cash Flow Statement
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
10. Cash Flow Statement Analysis….
Analysis of cash flow information
Free Cash Flows and Valuation
Page 126 of 213
 Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
11. Foundations of Ratio and Financial Analysis
Purpose and use of ratio analysis
6.
Cautionary Note
Chapter # 4 (Sondhi) Chapter # 5 (Gibson)
12 Foundations of Ratio and Financial Analysis…..
Common size statements
Vertical and Horizontal Analysis
Case Study: Cooper Tire & Rubber Company.
Chapter # 4 (Sondhi) Chapter # 5 (Gibson)
13. Foundations of Ratio and Financial cont…
Categories of ratios:
7.
Liquidity analysis
Chapter # 4 (Sondhi) Chapter # 5 & 7 (Gibson)
14. Foundations of Ratio and Financial cont…
Activity analysis
Profitability analysis
Chapter # 4 (Sondhi) Chapter # 5 & 7 (Gibson)

MID TERM EXAMS

MID TERM BREAK
15. Foundations of Ratio and Financial cont…
Long-term debt and solvency analysis
8.
Ratios: An integrated analysis
Chapter # 4 (Sondhi) Chapter # 8 & 9 (Gibson)
16. Foundations of Ratio and Financial cont…
Earnings per share and other ratios used in valuation
Trend Analysis
Chapter # 4 (Sondhi) Chapter # 10 (Gibson)
17. Foundations of Ratio and Financial cont…
Operating and financial leverage
9.
Leverage and its effect on earnings
Chapter # 4 (Sondhi) Chapter # 6 & 10 (Gibson)
18. Foundations of Ratio and Financial cont…
Operating and financial leverage
Leverage and its effect on earnings
Case Study: “The Case of the Beleaguered, Burgled Balance Sheet”
Chapter # 4 (Sondhi) Chapter # 6 & 10 (Gibson)
19. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
10.
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
20. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
21. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
11.
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
22. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
12. 23. Analysis of Inventories
Inventory and cost of goods sold: Basic relationships
Page 127 of 213
 LIFO Versus FIFO: Income, Cash flow, and working capital effect
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
24. Analysis of Inventories
Inventory and cost of goods sold: Basic relationships
LIFO Versus FIFO: Income, Cash flow, and working capital effect
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
25. Analysis of Inventories cont…
Adjustments from LIFO to FIFO
13.
Financial ratio: LIFO Versus FIFO
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
26. Analysis of Inventories cont…
Adjustments from LIFO to FIFO
Financial ratio: LIFO Versus FIFO
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
27. Financial Planning and Forecasting
Introduction to basic financial planning models
14. A simple financial planning model
The Percentage of sales approach
Chapter # 4 (Ross/Westerfield/Jordan) Chapter # 18 (Brealey/Myers/Marcus)
28. Financial Planning and Forecasting…….
Additional/External fund needed
Additional/External financing and growth
Chapter # 4 (Ross/Westerfield/Jordan) Chapter # 18 (Brealey/Myers/Marcus)
END TERM EXAMS

Page 128 of 213

Course Title: Corporate Financial Analysis with Microsoft Excel
Course Code: FIN-451
Credit Hours: 3+0
Course Instructor:

PREREQUISITES
Financial Accounting, Financial Management
COURSE DESCRIPTION/OBJECTIVES:

Every decision that a business makes has financial implications, and any decision which affects the
finances of a business is a corporate finance decision. The objectives of the course is
 To provide the students basic concepts of corporate finance
 To provide students with an in-depth knowledge of business finance concepts, principles and
methods and
 To develop the ability and skills to develop finance concepts to be applied in different
organizations.
 to help the students to understand the financial problems faced by the business today, as well as
the best way to solve these problems

INTENDED COURSE LEARNING OUTCOMES:

After studying this course the students would be able to:

 Understand the importance of a firms cost of capital and be able to estimate it from given capital
structure.
 Be able to use basic capital budgeting tools like Net present value, and internal rate of return to
determine the desirability of both long term and short term capital investment.
 Understand and be able to analyze the difference between investment decisions and financial
decisions and apply them in their businesses.
 Understand the impact of capital structure decisions and be able to perform break-even analysis.
 Be able to understand the concept of Dividend policies and apply them in business decisions.

RECOMMENDED TEXTBOOKS:

Corporate Financial Analysis with Microsoft Excel (e-book) by Francis J. Clauss, Mc-Graw Hill
Publishers

REFERENCE BOOKS:

 Theory and problems of Financial Management By M Y Khan & P K Jain (5th Edition)

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

[Link] Items Marks

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Class Participation 3.5
Case Study and Presentations. 6.5
Total 20
Grand Total 100

Page 129 of 213

 COURSE CONTENT

Week # Lecture #TOPICS TO BE COVERED

1. Overview of Financial Management: The position of financial managers and their
functions in a corporate hierarchy • The relationship of financial management to other
functions.
1.
2. The importance of teamwork and communications • The role of information
technology in financial management • The role of spreadsheet models in Financial
Management
3. Corporate Financial Statements: Management Skills; Identify the three key
financial statements of corporations (i.e., the income statement, balance
sheet, and statement of cash flows) and describe their contents and
purposes. • Follow the standard formats for organizing items
on
financial statements. • Interpret the items on financial statements and recognize
how they’re related. • Recognize when errors have been made in financial
2. statements.
4. Spreadsheet Skills • Create spreadsheets for financial statements. • Organize
the content of spreadsheets in logical formats. • Label
rows
and columns to communicate clearly as well as to
calculate correctly. • Enter data values to show the basis for
calculated values. • Formulate and enter expressions to
calculate values.
5. Analysis of Financial Statements: Management Skills; Use common-size
financial
statements to compare the financial status of companies.
Use financial ratios to gauge their financial health. •
Benchmark changes in a firm’s financial ratios against
other
companies in the same industry.
3. 6. Spreadsheet Skills: Prepare common-size financial statements. • Calculate
and
display year-to-year changes of financial statements and financial
ratios. •Transfer values from the worksheets forfinancial
statements (e.g., those prepared
in Chapter1)to other worksheets for calculating financial
ratios. •

7. (Contd.) Use IF tests and add text to identify whether or

not a company’s financial ratios are improving from
one year to the next, and to indicate how well a
4.
company’s financial ratios compare to industry averages.
8. Use conditional formatting to highlight items needing
management attention.
9. Forecasting Annual Revenues: Management Skills; Give examples of
why forecasting is essential to good business
management. •Be able to discriminate between valid and
invalid models and justify one’s position. • Define the accuracy of
models and projected values. •
5. 10. Understand the risks associated with projections based on
past values. • Explain why it is necessary to
adjust statistical projections of past trends for future
changes in trends. Alert managers and investors to
changes in past trends that should trigger changes in
their long-term strategies and short-term tactics.

Page 130 of 213

 11. Spreadsheet Skills; Use Excel commands (e.g., INTERCEPT, SLOPE,
and CORREL) and tools (e.g., LINEST and LOGEST) to
create a statistical model that follows the trend of
historical data for annual revenues. • Insert and format text
boxes
on charts. • Discriminate between random and systematic
errors, validate a model, and recognize the difference
6.
between a model that is valid and one that is not.
12 (Contd.) Evaluate the accuracy of a model and its
forecasts. • Calculate confidence limits and create downside risk
curves for forecasts. • Use $ signs and the F4 key to
lock cell references so they don’t change when entries are copied to
other cells. • Recognize changes in trends and the
need to revise or replace a forecasting model.
13. Turning Points in Financial Trends: Management Skills: Perform close, critical
examinations to determine how well statistical models fit data
trends and recognize departures from past trends.• Use sound judgment, experience,
and semi-quantitative protocols to adjust statistical projections of
the past for anticipated changes in trends in order to
7. provide more accurate forecasts of the future.
14. (Contd.) Provide real-life examples that illustrate techniques
for recognizing turning points and periodically revising forecasts
and management strategies. • Keep abreast of changes in a
company’s strategies and recognize the need for “insider
information” to forecast its financial health.
MID TERM EXAMS
MID TERM BREAK
15. Result Declaration
16. Spreadsheet Skills (Turning Points in Financial Trends): Create charts that
consist of different trend lines for different periods. •
8
Use dummy variables to splice curves that consist of
two or more different trend lines into a single,
continuous curve.
17. Forecasting Financial Statements: Management Skills; Use forecasts of
annual sales and other considerations to forecast financial
statements as part of a firm’s long-range plans. •Analyze
the impacts of potential changes in future growth and
other factors on gross profits, earnings after taxes, and other
9.
financial results.
18. Spreadsheet Skills: Incorporate forecasts of future annual revenues
and other items into future Income Statements and Balance
Sheets. • Use Excel’sScenario Manager tool to perform
sensitivity analysis.
19. The Time Value of Money: Spreadsheet Skills; Use Excel’s financial commands to
convert future values to their equivalent present values, and vice versa. • Use Excel’s
financial commands to determine the net present value of a series of future
cash flows.
20. Calculate periodic payments for mortgages and other loans
10.
to identify how much of each payment goes
to paying off the principal and how much goes to
paying interest. • Use Excel’sGoal Seek and Solver tools to
achieve an objective. • Create one- and two-variable input
tables to do sensitivity analysis.

Page 131 of 213

 21. Cost of Capital: Management Skills; Understand what is meant by the
cost of capital and how it is calculated. • Identify
sources of capital and their costs. • Understand the components
of
capital and how they appear in a corporation’s capital structure. •
* Understand what is meant by flotation costs. • Recognize the
relationship of WACC to the discount rate used in
capital budgeting
22. Spreadsheet Skills: Calculate the weighted average cost of
11.
capital (WACC) from its components. • Use Excel’sGoal Seek and
Solver tools to determine the value of an independent
variable that’s needed to satisfy a related goal. • Distinguish
between WACC based on book value and WACC based
on market value, and show how to calculate them. • Include
flotation costs in the calculation of WACC. • Calculate
the WACC for different amounts of total capital raised and
create a chart that shows WACC as afunction
of the total capital raised.
23 Profit, Breakeven and Leverage: Management Skills; Understand what is meant by
profit, break-even, and leverage. •Understand the difference between fixed and
variable costs.
24 Spreadsheet Skills: Create a model to evaluate the profit from making and selling a
product. •
Compare algebraic and spreadsheet methods for determining break-even points (i.e.,
the sales volumes needed to recoup costs). Use Excel’s Solver tool to determine the
sales volume needed to break even or achieve other financial
12
goals.
Create one-variable input tables to perform sensitivity analysis for
the effects of selling price on the number of units sold,
sales revenue, net income, and other items
on a firm’s incomestatement. • Create charts to show graphically
the impact of selling price on the number of units sold,
sales revenue, net income, and other items on a firm’s
Income statement.
25. Capital Budgeting: The Basics: Spreadsheet Skills; Create worksheets that
show
the steps in moving from sales revenues to after-tax cash
flow
(or net income),
including the places of depreciation and taxes in the
process. • Use Excel’sfinancial commands to calculate
financial measures of success, such as an investment’s
13. net present value (NPV),internal rate of return (IRR), modified
internal rate of return (MIRR), and payback period (or
years to break even).
26. (Contd.) Formulate a nested IF statement to calculate the
payback period (or years to break even). • Create a two-
variable input table that shows the sensitivity of financial
measures of success to variations in real-world
conditions,
such as tax rates and the discount rate of money

Page 132 of 213

 27. Capital Budgeting: Risk Analysis with Scenarios; Management Skills; Understand
the concept of risks and the use of probability distributions to evaluate them.

Spreadsheet Skills • Use probability distributions to calculate

the risks for achieving success or suffering failure. •
Apply Excel’sScenario Manager tool to analyze the
14.
effects of variouscombinations of conditions (e.g., best-on-best,worst-
on-worst, and most probable) on future payoffs. •
28. Create “downside risk charts” to express risks in a
graphical
format that can be easily understood and used to make
decisions that involve risks.
END TERM EXAMS

Course Title: Financial Risk Management

Course Code: FIN-456
Credit Hours: 3+0
Course Instructor:

Prerequisites: Financial Management, Financial Accounting

Course Description
The course explains the risk management types and techniques and its application in the financial
institutions. The speculative hedging approaches critically demonstrate the management objective risk.

Course Objectives:

1. To acquaint the students with the categories of risk

2. To demonstrate the hedging approaches to manage risk
3. Introduction to derivatives markets and tools

Learning Outcomes:

Technical knowledge about the management of risk in financial and non-financial institutions

Textbooks (or course materials):

Analysis of Derivatives by Don M. Chance.

Financial Markets & Institutions: An introduction to Risk Management Approach by Anthony Saunders
and Marcia Millon Cornett Published July 21st 2003

Reference Material:
Investment Analysis and Portfolio Management, 8th Edition, Frank K. Reilly and Keith C. Brown
Financial Markets and Institutions: An Introduction to Risk Management Approach, 6 thEdition by
Anthony Saunders and Marcia Millon Cornett

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

[Link] Items Marks

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Page 133 of 213
 Quiz(s) 5
Assignements(s) 5
Project 10
Total 20 20
Grand Total 100

COURSE CONTENT

Page 134 of 213

Week Lecture No. Topics to be covered
1  Introduction (Scope of the subject)
 Financial Markets and their role in the global economic system
 Emerging trends in the global Financial Markets
 Risk and its various types
2  Risk and Return relationship
 Identifying Major Financial Risks
 Foreign currency Risk
 Derivatives Markets, Past present and future, Purpose of derivative markets and its
Criticisms
3  Interest Rate Risk
 Term structure of interest rate
 Theories for the determination of interest rate
 Risk Management Process
4  Money Market hedging:
 Hedging a Payment
 Hedging a Receipt
5  Forward (Advantages and Disadvantages)
 Pricing and Valuation of Forward Contract
 Currency Forwards
6  Future(Advantages and Disadvantages)
 Pricing and Valuation of Future Contract

7 Option
 Call option
 Put Option
 Use of Call option for speculation
 Use of Put option for speculation
MID TERM EXAMS
MID BREAK
8  Option Strategies
o Bull Spread
o Bear Spread
o Butterfly Spread
9  Straddle
 Straggle
 Strip
 Strap
10  Credit Risk
 Methods to measure Credit risk
o Qualitative based models Quantitative based models
 Linear Discriminant Analysis (Altman’s Z-Score model) etc
11  Operation Risk
 Types of Operational Risk
12 Sovereign Risk
 Economic Factors
 Debt Rescheduling
13  Value at Risk
 Methods for Computing the VAR
 Assumption of VAR
14  Factors effecting Value at Risk
 Computation of VAR for each security in portfolio
 Portfolio VAR
 Marginal VAR and Component VAR
 Country Risk and its Importance
15  Revision
END TERM EXAMS

Page 135 of 213

Course Title: Investment & Portfolio Management
Course Code: FIN-457
Credit Hours: 3+0
Course Instructor:

Prerequisites: Financial Accounting, Cost Accounting, Financial Management

Course Description:
This course is intended to introduce the concepts and tools of security analysis and portfolio
management. The course content covers market structure and trade execution, client characteristics and
their effect on portfolio construction, the asset allocation decisions, the security allocation decisions by
considering the risk and return, market efficiency and trading strategies. In addition, selected topics
related to portfolio risk management and portfolio performance evaluation will be discussed

Course Objectives:

The objective of the course is to study theory and empirical evidence relevant for portfolio management.
An emphasis is placed on understanding how an investment professional would allocate funds in a
hypothetical portfolio. Major topics include estimation of capital market parameters, trade-off between
risk and return, optimal portfolio selection, equilibrium asset pricing models, and delegated portfolio
management. Emphasis will be put on development of techniques that should be part of the tool kit of
those interested in becoming professional investors and/or researchers in finance. The course material is
tilted heavily towards equity markets.

Course Outcomes:

At the completion of this unit students will:

1. have an understanding of the nature of an investment, the characteristics of financial assets and
the investment environment
2. be able to describe the investment management process and understand the role of objectives and
strategy in the portfolio construction process
3. be familiar with the concepts of modern portfolio theory and have an intuitive understanding of
asset pricing models
4. have an understanding of the influence of macroeconomic and microeconomic factors on
securities markets and the pricing of financial assets
5. be able to display competence in the use of various methods of fundamental analysis to value
shares
6. understand various approaches used in portfolio management
7. understand the issues associated with the evaluation of portfolio performance and apply various
performance evaluation techniques.

Textbooks (or Course Materials):

 “Investment Analysis and Portfolio Management” by Frank K. Reilly and Keith C. Brown
(10th or latter edition)
 “Investments Analysis and Management” by Charles P. Jones
 “Investments” by Bodie Zvi, Kane Alex, and Marcus Alan

Reference Material:

Page 136 of 213

Business Pages of Dawn News, Business Recorder, Karachi Stock exchange Website

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

[Link] Items Marks

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Project 10
Total 20 20
Grand Total 100

COURSE CONTENT

Lecture # TOPICS TO BE COVERED

1.  The Investment Setting
 Revisions of Finance basics
 What is an investment?
2.  Investments: background and issues
 Measuring risk and return
 Measures of historical/expected rates of return
3.  The Investment Setting….
 Risk measures for historical/expected returns
 Determinants of required rates of return
4.  Nominal and real risk free rate
 Risk premium
 Risk Premium and portfolio theory
5.  Relationship between Risk and Return
 SML line
 Changes in the SML line
The Asset Allocation Decisions
6.  Individual Investor Lifecycle
 The Portfolio Management Process
 The need for Policy Statement
 Input to the Policy Statement
7.  The importance of asset allocation
 Objectives and Constraints of Institutional Investors
Setting investment in a Global Market
8.  The case for global investments
 Global Investment Choices
 Fixed-Income Investments
 Equity Investments
9.  Special Equity Instruments
 Options
 Futures Contracts
10.  Historical Risk and Return on Alternative Investments
Organization and Functioning of Securities Markets
 What is Market?
11.  Types of Markets
 Money Vs Capital Markets
 Primary Vs Capital Markets

Page 137 of 213

12  Debt Vs Equity Markets
 Regional exchanges and the over-the-counter market
 Detailed Analysis of Exchange Markets
 How Securities are traded
 Types of Orders
 Changes in the Securities Markets
13.  Security Market Indicator Series
 Uses of Security Market Indexes
 Differentiating Factors in Constructing Market Indexes
14  Stock Market Indicator Series
 Value-Weighted Series
 Price-Weighted Series
 Un-weighted or Equal-Weighted Series
MID TERM EXAMS
MID TERM BREAK
15.  Bonds Market Indicator Series
 Investment Grade Bonds
16.  Junk Bonds
 Annual security risk-returns and correlations
 Comparison of Indexes Over Time
Efficient Capital Markets
 Why should capital markets be efficient?
 Alternative efficient market hypotheses
 Implications of efficient capital markets
17.  Tests and results of efficient market hypotheses
 Weak form hypothesis: Tests and results
 Semi-strong form hypothesis: Tests and results
18.  Strong form hypothesis: Tests and results
An Introduction to Portfolio Management
 Background assumptions
 Markowitz portfolio theory

19.  Risk and return of a portfolio

 Measuring risk and return
20.  Expected return for individual investment
 Expected return for a portfolio
Variance and standard deviation of return for an individual investment An
21 Introduction to Portfolio Management….
 Variance and standard deviation of return for a portfolio
22  More than two assets portfolio and estimation issues
 The efficient frontier
 The efficient frontier and investor utility

23 An Introduction to Asset Pricing Model

24  Capital market theory: An overview
 Risk-free asset
 Market portfolio
 The Capital Asset Pricing Model: Expected return and risk
25  Relaxing the assumptions
 Differentiating borrowing and lending rates
26  Transaction costs
 Heterogeneous expectations and planning periods
 Taxes
 Multifactor models of risk & Return….
 The market portfolio: theory versus practice
27  Arbitrage Pricing Theory
28  Using the APT
END TERM EXAMS

Page 138 of 213

 Specialization Courses
(HR)

Course Title: Career Management and Planning

Course Code: HR-468
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Career Management and Planning is a specialized subject and assumes that the student must have basic
understanding of human resource management and management's concepts and strategies.

Page 139 of 213

COURSE DESCRIPTION:
Career management is conscious planning of one’s activities and engagements in the jobs one undertakes
in the course of his life for better fulfilment, growth and financial stability. It is a sequential process that
starts from an understanding of oneself and encompasses occupational awareness. An individual’s career
is the sole source of one’s natural expression of self. It is an integral component of one’s life and
therefore the need for its management. Career management is more or less like the organizational
management; after all an organization is nothing but an assortment of individuals.
The process of career management begins with the formulation of goals and objectives those that are
short term or meant to be achieved in the short run. This is a tedious task compared to a long term career
goal which is more or visionary in nature. Since the objective is short term or immediate, it is more of
action oriented. Second it demands achievement every day, every moment. Again this step can be very
difficult for those who are not aware of the opportunities available or are not completely conscious of
their talents. However more specific, measurable and achievable the goals, greater are the chances of the
management plan bearing fruit. Achievement of goal requires a well chalked strategy, which implies a
plan of action to achieve the goal. This has to be followed by drafting or establishment of procedures /
policies / norms or rules that govern action or practice. The final step in the career management process
is evaluation of the career management plan for ensuring that progress is being made or if there is a need
to introduce some changes in the latter.

COURSE OBJECTIVES:
The course aims at:
1. Providing the students with insight of different aspects of career management and planning.
2. Helping students develop a thorough understanding of theory and research in the area of career
management and planning so that they may develop their own career.
3. Creating understanding about one's potential and knowing the possible career paths.
4. Helping the students to develop decision making and analytical skills required in understanding
and dealing with career issues.

INTENDED COURSE LEARNING OUTCOMES:

After successful completion of this course, students will be able to:

a. Initiate and manage their job search process better.
b. Explain the characteristics and criteria for career management.
c. Use a framework and a set of guidelines that can serve as a career management "map" throughout
their live.
d. Identify factors influencing employees and their careers;
e. Identify their career paths that best suits their values, interests, abilities and personalities.
f. Make their career decisions proficiently.
g. Write a business research paper preferably on CMP.

RECOMMENDED TEXT BOOK:

Career Management, 3rd Edition, by [Link], [Link]
REFERENCE BOOKS:
Career Management Secrets 2010 Edition, by Carolyn Boyes.
Personality Development and Career Management: A Pragmatic Perspective, 3rd Edition, by R M Onkar.
Handbook of Career Management by Saiki Danyi

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

Page 140 of 213
 1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Overview of HRM
1.
2. Overview of HRM
3. Learning Objectives, Importance of CMP in HR practices
2.
4. Learning Objectives, Importance of CMP in HR practices
5. Role of Training and Development in Career Management and Planning.
3.
6. Role of Training and Development in Career Management and Planning.
7. Identify the reasons why companies should help
4. employees manage their careers.
8. Why and how the concept of a career has changed.
9. The development tasks and activities in the career development process.
5.
10. Value of Career Motivation
11. Comparison of Traditional Career
and Protean Career
6.
12 Comparison of Traditional Career
and Protean Career
13. Discuss the role of the web in career management.
7. Effectively perform the manager’s role in career management.
14. Career Management Models
MID TERM EXAMS
MID TERM BREAK
15. Career Management Processes
8.
16. Guide to Career Exploration and self-exploration
17. Guide to Career Exploration and self-exploration
9.
18. Design a career management system
19. Goals, Strategies and Appraisals linked with CMP
10.
20. Introduction of career development
21. Case Studies/ Video Lectures
11.
22. Occupational choice: Preparation of work
23. Organizational Entry: Individual actions and Organizational actions
12.
24. Organizational Entry: Individual actions and Organizational actions
25. What it contains:
1. Self-awareness, Opportunity Awareness, Presentation skills
CV, Application, Interview and Selection Training, Job Stress
13.
26. What it contains:
2. Self-awareness, Opportunity Awareness, Presentation skills
CV, Application, Interview and Selection Training, Job Stress
27. Project Presentation
14.
28. Project Presentation
END TERM EXAMS

Page 141 of 213

Course Title: Compensation Structure Development
Course Code: HR-463
Credit Hours: 3+0
Course Instructor:

Prerequisites: Human Resource Management

Course Objectives:

The course provides an insight into Compensation Management subject and will achieve following
objectives:
 Enable the students to know the core ideas about compensation management.
 What is objective and scope of the compensation management?
 Create ability to identify problems related with jobs evaluation, job design, job description and their
relation with compensation and rewards.
 Ability to design and structure the wage and salary systems and solve organizational problems related with
compensation management

Course Outcomes:

Upon successful completion of this subject the student will be able to:

 Outline strategic compensation issues and describe the pay model.

 Align the business strategies with the compensation strategies
 Understanding of design the tangible and intangible rewards of the employees

Textbooks (or Course Materials) with Edition:

Compensation, 10 edition by George T. Milkovich, & Jerry M. Newman

Reference Material:

 Case studies
 Related Articles

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30

Page 142 of 213

2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1. Compensation; Motivation and Satisfaction, Forms of Pay
1. 2. A Pay Model: Compensation Objectives, Four policy Choices, and Pay
techniques. Activity/Assignment
3. Developing a Total Compensation Strategy: Four Steps
2. Activity/Assignment
4. Defining Internal Alignment: What shapes Internal structure
5. Case Study Presentation: Attention Shoppers: Executive Compensation
3.
6. Reviewing Job Analysis: Article: Designing High-Performance Jobs
7. Job Based Structures: Job Evaluation
4.
8. Person- Based Structure: Skill plans
9. Person- Based Structure: Competencies Activity/Assignment
5.
10. External competitiveness: Competitiveness & Labor Market factors
11. Product Market Factors and ability to Pay, and Organizational factors.
6.
12 Case Study: CEO Compensation at GE: A Decade with Jeff Immelt
13. Designing a Pay Levels, Mix and Pay structure
7.
14. Designing a Pay Levels, Mix and Pay structure Contd…..
8. 15. Reading: How Our Conception of Pay Has Changed
16. Rivision
MID TERM EXAMS
MID TERM BREAK
17. Show and discussion, Reviewing Performance Appraisal.
9.
18. Pay-for-Performance
19. Pay-for-Performance: Team Incentive Plan
10. 20. Case Study: The Proposed Merit Pay Program: Should the
Winners Take All?
21. Employee Benefits: Issues in Benefit Planning and Designing
11.
22. Benefits Options: ; Legally Required Benefits
23. Retirement and Saving Plan Payments: Article: Cane Mutiny: Managing
12. a Graying Workforce
24. Union role in Wage and Salary Administration.
25. Government and Legal issues in Compensation
13.
26. Project Presentation
27. Revision
14.
28. Revision
END TERM EXAMS

Page 143 of 213

Course Title: Job Analysis Performance Evaluation and appraisal
Course Code: HR-464
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Students should be specialized in Human Resources Management.

Course Objectives:

 Develop an understanding of the impact of job analysis on employees and its thorough
understanding as future HR Managers.
 To understand the practical implication of JAPEA in Pakistani environment.
 To have a strong in-depth focus on performance management and appraisal for employees

Learning Outcomes:

Equips the students with the concepts, problems and techniques applicable to the Job analysis,
Performance Evaluation and Appraisal related functions of business organizations.

Textbooks (or Course Materials) with Edition:

 Job Analysis by Michel t Brannick and Edward L Levine (any edition)

 Human Resource Management by Noe and Hollen Beck 9th edition.
 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

Reference Material:

 Case studies, Research articles will be provided by the instructor

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Page 144 of 213
 Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. An introduction to Job Analysis (Methods, Processes, Techniques
1. and Purposes)
2. Application in Pakistan environment.
3. Importance of job analysis (Data to be gathered, uses of job design)
2.
4. Climate of HRD and Process in Pakistan.
5. Building blocks of job analysis
3.
6. Building blocks of job analysis cont…………..
7. Time and motion study for job and performance evaluation
4.
8. Function job analysis by Department of Labor and Fines
9. Function job analysis by Department of Labor and Fines cont……..
5.
10. Job element method
11. Task analysis inventory
6.
12 Concept of Performance management
13. Performance management (continued).
7.
14. Case study
MID TERM EXAMS
MID TERM BREAK
15. Concept of Performance appraisal
16. Appraisal methods, Choosing a source of performance information,
8.
Approaches to measuring performance, Rater errors in performance
management.
17. Employee separation and retention, How to retain good employees,
9. How to fire the unwanted stuff, Sources of Job dissatisfaction.
18. Case Study
19. Multi Method Job Design Questionnaire, Position analysis
10. questionnaire.
20. Occupational network
21. Employee development, Time management and organization growth
11. cycles
22. Different models of organizational growth cycles.
23. Job analysis and performance evaluation for teams
12.
24. Job analysis and performance evaluation for team’s cont…………..
25. Presentations of assigned project.
13.
26. Presentations of assigned project.
27. Revision
14. Page 145 of 213
28. Revision
END TERM EXAMS
Course Title: Organizational Development
Course Code: HR-467
Credit Hours: 3+0
Course Instructor:

Prerequisites:

 Students should be specialized in Human Resources Management.

 Students should know the basic concept of change and development.

Course Objectives:

The course is about the study of behavioral science techniques to improve organizational health
and effectiveness, internal relationships and problem-solving capabilities. Organizational learning,
transition processes, changing values, diversity of labor forces and other challenges put forward by
globalization are some of the topics discussed.

Learning Outcomes:

 Establishing relationships with key personnel in the organization (often called "entering" and
"contracting" with the organization);
 Researching and evaluating systems in the organization to understand dysfunctions and/or goals
of the systems in the organization ("diagnosing" the systems in the organization);

 Identifying approaches (or "interventions") to improve effectiveness of the organization and its
people;

 Applying approaches to improve effectiveness (methods of "planned change" in the

organization),

 Evaluating the ongoing effectiveness of the approaches and their results.

Textbooks (or Course Materials) with Edition:

Organizational Development & Change By:

1. Dianne M Waddell, Thomas G Cummings & Christopher G Worley
2. French, Wendell, Cecil Bell and Robert A. Zawacki. Organization Development and
Transformation: Managing Effective Change, 6th Ed., McGraw Hill. 2005

Page 146 of 213

 3. Rothwell, W. & Sullivan, R. (2005). Practicing Organizational Development: A Guide for
Consultants. 2nd Edition. Pfeiffer

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction of OD
1.
2. Organization Development- an overview
3. Need for OD; genesis of challenges; definition
2.
4. characteristics of OD; contributions
5. Presentation of history of OD
3.
6. The planned change
7. Theories of planned change
4.
8. Cont……..
9. Dimensions of planned change
5.
10. Cont……..
11. Characteristics of OD practitioners
6.
12 Cont………..
13. Internal versus external OD practitioners and Skills of OD prectioners
7.
14. Revision
MID TERM EXAMS
MID TERM BREAK
15. Evaluating and institutionalizing O D interventions
8.
16.
17. Human resource interventions: interpersonal and group process approach;
9.
18. Cont……….
19. Organization process approach of HR interventions
10.
20. Cont……….
21. Techno-structural interventions
11.
22. Cont………..
23. Human resource management interventions
12.
24. Cont…….
25. Strategic interventions
13.
26. Evaluating and institutionalizing O D interventions
27. Cont………………
14.
28. Human resource interventions: interpersonal and group process approach;
END TERM EXAMS

Page 147 of 213

Course Title: Training and Development
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Management, Human resource Management

Course Objectives:

Personnel Training & Development is aimed at giving an overview of the training process and
aims at in sighting the students with the fundamentals of a training program, training delivery,
and training management and how to conduct training need analysis

Learning Outcomes:

The outcomes of the course shall be better understanding of the training process, improved skills
for managing training programs, understanding of the development needs within an organization
and role of organization in career management of employees.

Textbooks (or Course Materials) with Edition:

Employee Training and Development (Latest Edition) by Raymond A. Neo

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Page 148 of 213
Total 20 20
Grand Total 100

Page 149 of 213

Week # Lecture # TOPICS TO BE COVERED
1. The Organization and role of human resource management.
Organizational structure
1. Organizational goals and strategies
2. Human resource strategies
Training policy and business policy
3. Organizational development & training
Organizations perception
2.
Organizational needs
4. Relationship of training and development with other HR functions
5 Training as a system approach
3.
6 Defining excellence
7 Training Need Analysis
Types of need analysis.
4.
Selecting suitable methods.
8 Organizational, teams and individual need analysis.
9 Training Benefits
Benefits of training to individuals.
5.
10 Benefits of training to teams.
Benefits of training to organization.
11 The trainer and training methodologies
Selection of trainer.
6. Competencies of trainer.
12 In-house and on the job training.
Group Discussion.
13 Case study
7.
14 Experiential exercise
MID TERM EXAMS
MID TERM BREAK
15 Developing a training plan
Training objectives
8.
16 Business impact objectives
Determining training sequence
17 Training evaluation system
9.
18 ROTI: Return on training investment
19 Measurement of training impact
Pre- training evaluation.
10.
20 During training evaluation.
Post training evolution.
21 Mentoring & Coaching skills.
Mentoring skills for trainer.
11.
22 Coaching skills for trainer.
Counseling skills for trainer
12. 23 & 24 Case study 2
25 Career Management concept
13.
26 Theories & issues of traditional course VS Protean career
27. Career Development model
28. Challenges in training
14.
Challenges in development
Challenges in career management
END TERM EXAMS

Page 150 of 213

 Course Title: Health and Safety Management
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:

A very sound and in-depth knowledge of HR practices and théories

Course Objectives:

Personnel Training & Development is aimed at giving an overview of the training process and
aims at in sighting the students with the fundamentals of a training program, training delivery,
and training management and how to conduct training need analysis

Learning Outcomes:

The outcomes of the course shall be better understanding of the training process, improved skills
for managing training programs, understanding of the development needs within an organization
and role of organization in career management of employees.

Textbooks (or Course Materials) with Edition:

1. Fundamentals of Occupational Safety and Health. Fifth Edition by Mark A. Friend, James P. Kohn.
2. Pakistan Factories Act, 1934
3. Occupational Health and Safety Management: A Practical Approach By Charles D. Reese

Reading Material:

Occupational Safety and Hygiene VI: Book chapters from the 6th International Symposium on
Occupation Safety and Hygiene (SHO 2018), March 26-27, 2018, Guimarães, Portugal

ASSESSMENT INSTRUMENT WITH WEIGHTS:

Items Marks
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 4
Assignements(s) 3
Class Participation 3
Presentations
Case Discussion
Project 10 Select one of the following Chapters for
group presentation:
- Computers, Automation and Robots
- Safety and the Environment
- Product Safety and Liability
- Ergonomics and Safety

Total 20 20
Grand Total 100

Page 151 of 213

 Course Content:

Week # Lecture # Session topics

1. 1. Introduction to Personal Health and Safety, history and background
- personal health and safety at home and in the workplace
3. Chapter 01 of Pakistan Factories Act
1. Short title, extent and commencement 2. Definitions 3. References to time of day
4. Seasonal factories 5. Power to apply provisions applicable to factories to certain
other places 6. Power to declare departments to be separate factories 7. Power to
exempt on a change in the factory 7-A. Exemption from certain provisions of the Act
8. Power to exempt during public emergency 9. Notice to Inspector before
commencement of work.
2. 4. Accidents & Their Effect on Industry
- costs of accidents
- work accident costs and rates
- time lost
- work injuries, parts of the body injured on the job
-chemical burn injuries
- Carpal Tunnel Syndrome Injuries
- Drugs and Alcohol in the Workplace
5. Chapter 02 of Pakistan Factories Act 10. Inspectors. 11. Powers of Inspector 12.
Certifying Surgeons.
4. 6. Accidents & Their Effect on Industry
- costs of accidents
- work accident costs and rates
- time lost
- work injuries, parts of the body injured on the job
-chemical burn injuries
- Carpal Tunnel Syndrome Injuries
- Drugs and Alcohol in the Workplace
7. Chapter 03: Health and Safety 13. Cleanliness 14. Disposal of wastes and effluents
15. Ventilation and temperature 16. Dust and fume 17. Artificial humidification 18
Overcrowding 19. Lighting 20. Drinking water 21. Latrines and urinals 22. Spittoons
23. Precautions against contagious or infectious disease 23-A. Compulsory
vaccination and inoculation 24. Power to make rules for the provision of canteens 24-
A. Welfare officer 25. Precautions in case of fire 26. Fencing of machinery 27. Work
on or near machinery in motion 28. Employment of young persons on dangerous
machines 29. Striking gear and devices for cutting off power 30. Self-acting
machines.
6. 8. 31. Casing of new machinery 32. Prohibition of employment of women and children
near cotton openers 33. Cranes and other lifting machinery 33-A. Hoists and lifts 33-
B. Revolving machinery 33-C. Pressure plant 33-D. Floors, stairs and means of
access 33-E. Pits, sumps, opening in floors, etc. 33-F. Excessive weights 33-G.
Protection of eyes 33-H. Power to require specifications of defective parts or tests of
stability 33-I. Safety of building, machinery and manufacturing process 33-J. Power
to make rules to supplement this Chapter 33-K. Precautions against dangerous fumes
33-L. Explosive or inflammable dust, gas, etc. 33.M. Power to exclude children 33-
N. Notice of certain accidents 33-P. Appeals 33-Q. Additional power to make health
and safety rules relating to shelters during rest.
9. Same as above
8. 10. Theories of Accidents-(Essay-Select 1 of the following
theories)
- Domino Theory of Accident Causation
- Human Factors Theory of Accident Causation
-Accident/Incident Theory of Accident Causation
-Epidemiological Theory of Accident Causation
-Systems Theory of Causation
- Combination Theory of Accident Causation
Page 152 of 213
 11. Same as above
10. 12. Falling, Impact, Acceleration and Lifting Hazards
- correct lifting techniques
- selecting correct lifting procedures in the workplace
- safety equipment
- safe storage of materials at home and in the workplace
- dealing with manual handling
13. Experiential exercise
12. 14. CHAPTER IV - of Pakistan Factories Act Restrictions on Working Hours of Adults
15. Workers Compensation
-injuries and workers compensation
- workers' compensation legislation
- resolution of workers' compensation disputes
14. 16. CHAPTER IV-A - Holidays with pay
17. Roles of Health and Safety Personnel
- the modern health and safety team
- health and safety manager
- engineers and safety
MID TERM EXAMS
MID TERM BREAK
16. 18. Stress and Safety
- workplace stress defined
- sources of workplace stress
- human reaction to workplace stress
- measurement of workplace stress
- shift work, stress and safety
- improving safety by reducing stress
- stress in safety managers
- stress and workers compensation
19. Same as above
18. 20. Ergonomics and Safety Management
21. CHAPTER V - Special Provisions for Adolescents and Children
20. 22. Mechanical Hazards and Safeguarding
- common mechanical injuries
- safeguarding defined
- lockout/tag out systems
- taking corrective action
Heat and Temperature Hazards
- the body's response to heat
- heat stress and its prevention
- overview of cold hazards
- preventing cold stress
23. Same as above
22. 24. CHAPTER VI - Penalties and Procedure
25. Same as above

Page 153 of 213

24. 26. Fire Hazards
- sources of fire hazards
- fire dangers to humans
- detection of fire hazards
- reducing fire hazards
- development of Fire Safety Standards
- fire safety myths
- fire hazards defined
13. Noise and Vibration Hazards
- hazards levels and risks
- identifying and assessing hazardous noise conditions
- noise control strategies
- vibration hazard
27. Same as above
26. 28. Workplace violence, Industrial Hygiene
29. Preparing for emergencies and promoting safety
MID TERM EXAMS

Page 154 of 213

Course Title: Human Resource Information System (HRIS)
Course Code: HR-
Credit Hours: 3+0
Course Instructor:

Course Description:
This course focuses on the Human Resource management and planning. The course emphasis is on the
understanding of the concepts of right person for right job with right policies.

Course Objectives:

 The student will synthesize HRIS applications and organizational strategy.

 The student will outline the basic steps that an organization must go through to plan for, acquire,
and then implement an HRIS.
 The student will explain the basic uses of job analysis information, how the information should be
archived, and what job and workflow variables should be tracked.
 The student will explain how recruiting is facilitated by the HRIS.
 The student will outline the relationship between screening and selection and explain their
importance to the implementation of strategy.
 The student will explain the strategic importance of training programs in maintaining and
improving employee knowledge, skills, and competencies.
 It will explain how and what to track in evaluating the outcomes of training programs; the student
will, based on learning theory, explain how HRIS training metric tracking facilitates training
transfer.
 The student will integrate the eLearning and SDL technology with HRIS tracking capabilities.
 This course will explain and illustrate the various performance appraisal data that can be tracked
by HRIS and tell how tracking individual performance helps to improve overall organizational
effectiveness.
 This course will explain the basic issues which must be addressed in implementing an HRIS
system.
Learning Outcomes:

Equips the students with the concepts, problems and techniques applicable to the human resource
functions of business organizations. The emphasis is on decision making in human resource areas.

Textbooks (or Course Materials):

 Kavanagh, M. J., Thite, M. & Johnson (2015). Human Resources Information Systems: Basics,
Applications, & Future Directions (Third Edition)
 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

Online Resource(s):
[Link] (SAP official website) [Link] (IHRIM –
The International Association of Human Resource Information Management)
[Link] (Human Resource System Group)

Reference Material:

Case studies, Research articles will be provided by the instructor

Page 155 of 213

 ASSESSMENT INSTRUMENT WITH WEIGHTS:
[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1 1 Evolution of HRMS; Information System Concepts, Role of IT Systems strategic
and competitive opportunities in HRM.
2 Database Concepts and application in HRIS, Database Model, MS ACCESS
Database, SQL Concepts
2 3 Relational Databases Concepts, Data Warehousing, Business Intelligence and
Mining; Developing HRIS using MS Access
4 HRIS needs Analysis, SDLC, Gap Analysis
3 5 Systems Considerations in the Design of an HRIS; HRIS Architecture, System
Implementation Process
6 System Design and Acquisition, Cost justifying HRIS Implementation
4 7 Employee life cycle, Compensation, Self Service portal, Payroll management
8 Project Management & Development and HRIS Acceptance
5 9 Talent management, talent acquisition, Change Management and Data
Validation , Models of change process
10 Introduction to the Enterprise Resource Planning (ERP) Systems SAP HR
application: The Company Structure and jobs and positions in the company
6 11 Job Analysis & HR Planning; Framework for Strategic HR Planning
12 Recruitment & Selection in Internet Context or e-Recruitment
7 13 Coaching, Designing effective training system, Training methods,
Evaluating training program(Continued)
14 Grand quiz
MID TERM EXAMS
MID TERM BREAK
8 15 Performance management, Purpose of performance management
16 Appraisal management, International performance appraisal
9 17 Compensation Management
18 Job Evaluation, Salary Survey, and Job Pricing
10 19 HR Administration
20 Travel Management
11 21 Learning Management Systems , Decision support system, Popular Software
for an HRIS, Vendors and Consultants
22 International HRM
12 23 Information security and privacy
24 The Next Decade of HR: Emerging trends in HRM and IT
13 25 Presentations of assigned project.
26 Presentations of assigned project.
14 27 Revision
END TERM EXAMS
Page 156 of 213
Course Title: Strategic Human Resource Management
Course Code: HR-
Credit Hours: 3+0
Course Instructor:

Perquisites:

It’s compulsory that student should have clear understanding of concepts and practice of Human
Resource Management and Business policy & Strategy courses.

Course Description:
 Strategic HRM is a course for HR specialization students to learn and understand the integrative link
of Strategic management with HRM practices.
 To know the Importance of SHRM toward new success trend for organizations.

Learning Outcomes:

 To enhance the knowledge & analytical skills regarding course contents.

 To enable the students for integrating level of different concepts and its applicability
through learning.

Textbooks (or Course Materials):

Strategic Human Resource Management: An action guide By Micheal Armstrong, 3rd edition.

Reference Material:
Strategic Human Re source Management by Charles R. Greer, 2nd Edition.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

[Link] Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture TOPIC TO BE COVERED

1 CH#1:Strategic Human Resource Management: An Introduction
1 Strategic HRM Concept and Process, Aims of SHRM, Approaches to
2
SHRM, Limitations to SHRM
CH# 2: HR Environment: Technology and Organizational Structure,
3
Workers Value and Attitudinal Trends, Management Trends,
2
Demographics Trends, Trends in utilization of HRM, International
4
Developments .
CH#3 HR Strategies: Defining HR Strategies, Different types of HR
5
3 Strategies,
6 Different Criteria for effective HR Strategies
4 7 CH#4 Formulating & Implementing HR Strategy: Fundamental Process
Considerations
Page 157 of 213
 8 Characteristics of Fundamental Process, Developing HR Strategies.
CH#4 Formulating & Implementing HR Strategy:- Setting out the
9
5 Strategies,
10 Conducting a Strategic Review, Implementing HR Strategy
CH#5 Improving Business Performance through SHRM:- How HR
11
Impacts on Organizational Performance,
6
How HR Strategy makes an Overall Impact, How SHRM concepts
12
impact on Practices
13 Presentations
7
14 Presentations
MID TERM EXAMS
MID TERM BREAK
15 Paper Shown up and Discussion
8
16 CH#5 Improving Business Performance through SHRM:
CH # 6 Roles in Strategic HRM:- Strategic Role of Top Management,
17
9 The Strategic Role of Frontline Management
18 The Strategic Role of HR Directors, The Strategic Role of Hr Specilist
CH#7 Strategies For improving organizational Effectiveness:- Strategies
19 for Organizational Development, Strategies for Organizational
Transformation
10
Strategies for Culture and Knowledge Management, Commitment
20 Strategy, Quality Management Strategy & Continuous Improvement and
Customer Service Strategy.
CH #8 Resourcing Strategies:=- Objective of Resourcing Strategy,
21 SHRM approaches to Strategy, Integrating business and resourcing
11 strategy
Bundling resourcing strategy and business activities, components of
22
employee resourcing strategy,
Human Resource Planning, Resourcing Plans, Retention Strategy,
23
Flexibility Strategy, Talent Management Strategy
12
CH#9 Employee Relational Strategy: Concerns of Employee Relation
24
Strategy, Strategic Directions
The Background to employee relational strategies, The HR approach to
25
13 employee relations, policy options
26 Formulating the employee relation strategy and employee voice strategy.
14 27 Revision
END TERM EXAMS

Page 158 of 213

Specialization Courses
(MARKETING)

Page 159 of 213

Course Title: Advertising & Promotion
Course Code: MKT-471
Credit Hours: 3+0
Course Instructor:

Prerequisites: As a marketing elective, this course focuses in more detail on one key aspect of
marketing. However, you must have an understanding of marketing strategy and the marketing mix to
apply marketing principles to this course.

Course Description:
This course focuses on the concepts, processes, and methods in marketing promotion and marketing
communications including advertising and others. This course will open the window for the students to
relate the practical world campaigns with the underlying research both qualitative and quantitative
perspective based on the marketing objectives. Students will be able to develop media campaigns and
handle media promotions more properly.

Course Objectives: The main objectives of this course are

 To develop a thorough understanding of the Promotional aspect of marketing.
 To understand how to create and Integrated Marketing Communications (IMC) strategy.
 To assemble promotional and communications mixes for specific target markets.
 To understand the different roles involved in the promotional aspect of marketing, e.g. agency,
marketing/product manager, media planner, etc. and how to manage them.
 To understand how to use different media to accomplish different goals and to reach different
customer segments, e.g. consumer and business.

Course Outcomes: After successful completion of this course, students will be able to

 Understand comprehensive and in-depth knowledge of advertising appeals and the resultant
themes for ad campaigns.
 Develop the students to select the most appropriate media for advertising campaigns
 Understand the creative process in advertising and its utilization in this field
 The students will be able to develop and test the effectiveness of various types of advertising and
promotional strategies and campaigns
 The Students will explore, research, and learn the unique challenges of Advertising and would be able to
develop an integrated marketing communications plan for a real company incorporating sound analysis
and key learning from the class

TEXT BOOK
 Integrated Advertising, Promotion, and Marketing Communications, K. Clow and D. Baack,
Prentice Hall/ Pearson Education (8th edition, 2018).
 Advertising Excellence, Bovee, Thill, Dovel and Wood, McGraw-Hill (International Edition).

REFERENCE BOOKS AND MATERIAL

 Advertising and Promotion: George E. Belch and Michael Belch Global 9th Edition
 Harvard Business Review Case studies
 Aurora magazine
 Research Articles
 Articles about latest scenario prevailing in the Advertising Industry of Pakistan.
.

Page 160 of 213

 ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
LabWork/Practical Project
AnyOther
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Week # Lecture # TOPICS TO BE COVERED

1. Class & Course Introduction
The foundations of Advertising
 Definition of Advertising
2.
 Key concepts of advertising
 The relationship among advertisers, agencies, media, and
suppliers.
 Types of advertising.
1.
 Functions of advertising.
 The importance of the marketing concept for advertising
 The elements of the marketing mix.
 The communication process and integrated marketing
communications
 The key challenges and opportunities facing today's advertisers

3. The IMC Planning Process

 Communications Research
 Market Segmentation by Consumer Groups
 Business-to-Business Market Segmentation
2. 4.  Product Positioning
 Marketing Communications Objectives
 Types of Budgets

5. Advertising Campaign Management

 Advertising Theory
 The Impact of Advertising Expenditures
 In-House Versus External Advertising Agencies
 Choosing an Agency
3. 6.
 Roles of Advertising Personnel
 Advertising Campaign Parameters
 The Creative Brief
 International Implications

4. 7. Case Study Discussion-I

Page 161 of 213

 8.
9. Advertising Design
10.  Message Strategies
5.  Types of Advertising Appeals
 Executional Frameworks

11. Traditional Media Channels

 The Media Strategy
 Media Planning
 Advertising Terminology
6.  Achieving Advertising Objectives
12  Media Selection
 Media Mix
 Media Selection in Business-to-Business Markets
 Integrated Campaigns in Action
13. Social Media
 Social Networks
 Social Media Marketing
 Social Media Marketing Strategies
7.
Alternative Marketing
14.
 Alternative Marketing Programs
Product Placements and Branded Entertainment

MID TERM EXAMS

MID TERM BREAK
15. Creative Strategy & Copywriting
 The meaning of creativity and its contribution to advertising
 The creative process and the steps for generating creative ideas
 The three elements of a creative strategy .
8.  The purpose and content of a copy platform
16.  The hard-sell and soft-sell styles of advertising
 Print Copy and broadcast Copy

17. Art Direction

18.  Explain the meaning of art direction and its role in advertising
 Describe the elements of design
 List the principles of good design
 Explain the steps involved in designing print ads
9.
 Describe the steps involved in designing ads for television
 List the most common formats used for television commercials
 Discuss the audio and visual elements that make up television
commercials

19.
10. Case Study Discussion-II
20.
21. SALES PROMOTIONS
 Consumer Promotions vs. Trade Promotions
 Consumer Promotions
 Planning for Consumer Promotions
11.
22.  Trade Promotions
 Concerns with Trade Promotions
 International Implications

Page 162 of 213

 23. REGULATIONS AND ETHICAL CONCERNS
 Marketing Communications Regulations
 Deception versus Puffery
 FTC Settlements
12.  Industry Oversight of Marketing Practices
 IMC and Ethics
24.  Marketing and Ethics
 Responding to Ethical Challenges
 International Implications
25. Evaluating An Integrated Marketing Program
 Evaluation Metrics
 Matching Methods with IMC Objectives
 Message Evaluations
13.
 Evaluation Criteria
26.
 Online Evaluation Metrics
 Behavioral Evaluations
 International Implications
27. Final Project and Class Presentations
14.
28.
END TERM EXAMS

Topic related exercises and assignments– Throughout the term as we cover different topics and
exercises related to Advertising and Promotion. These exercises might include written assignments,
online discussions, or outside activities and case studies. Presentations and regular assignments
ensure that the student gets value from this course.

Final Project
Students are required to work on a project during the term. The topics will be assigned by the
course instructor and students are required to work individually on the assigned project. The
project can be based on any facet of Promotional Campaign.

Page 163 of 213

Course Title: Brand Management
Course Code: MKT-476
Credit Hours: 3+0
Course Instructor:

PREREQUISITES: As a marketing elective, you must have an understanding of brand and the
marketing mix to apply marketing principles to this course.

Textbook

 Strategic Brand Management (Building, Measuring and Managing Brand Equity), By Kevin
Lane Keller, 4th /5th Edition, Prentice Hall Inc.

Course Description
Brand Management Course highlights the benefits of recognizing the
importance and relevance of marketing strategy and brand management. Brand management
is the application of marketing techniques to a specific product/services, product line, or brand.
It seeks to increase a product's perceived value to the customer and thereby increase demand
for a particular brand and its brand equity. Since brands are intangible assets, creating and
nurturing a strong brand is a challenge; thus, building a brand is both an art and a science,
calling for more than building brand image through traditional marketing communication
activities.

Reference Material

 New Strategic Brand Management. J N KEPFERER 5th edition

 Managing Brand Equity. Aaker, D. A. (2009). Free Press NewYork
 Super brands in Pakistan
 Brand Failures. Matt Haig
 Harvard Business Review Cases studies

Course Objectives: The course objectives are

 To provide an appreciation of the role of brands in customer decision making and in creating
shareholder value.
 To understand the core principles of brand strategy, and create familiarity with research tools
that illuminate the meaning and strength of any particular brand.
 To analyze creatively and critically about the strategies and tactics involved in building,
leveraging, defending and sustaining inspired brands.
 To encourage the application of brand principles for building and communicating one’s own
personal and professional brand.
 To comprehend brand equity and different brand equity measurement methods
 To understand the advances in information technology that is shaping new marketing
opportunities and strategies.
 To understand the increasingly intense competition that is affecting the global markets.

Course Outcomes: After successful completion of this course, students will be able to

 Understand and conduct the measurement of brand equity and brand performance
 Prepare a professional, logical and coherent report in the form of a brand audit
 Know branding principles and marketing communication concepts and frameworks to
achieve brand management goals and improve marketing performance.

Page 164 of 213

  Understand important issues related to planning and implementing brand strategies for a
diverse group of marketing offerings (e.g., products, services, industrial goods, non-
profits, etc.).
 Develop a consumer-centric approach to building, measuring and evaluating strategies
that build brand equity for new and existing brands.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
LabWork/Practical Project
AnyOther
Total 20 20
GRAND TOTAL 100

Week # Lecture # TOPICS TO BE COVERED

1. Class & Course Introduction

Brands and Brand Management

1.  What Is a Brand?
2.  Why Do Brands Matter?
 Can Anything Be Branded?

3. Cont… Brands and Brand Management

 What Are the Strongest Brands?
2.  The Brand Equity Concept
4.
 Strategic Brand Management Process

5. Customer-Based Brand Equity and Brand Positioning

 Customer-Based Brand Equity
 Sources of Brand Equity
3.
6.  Identifying and Establishing Brand Positioning
 Positioning Guidelines
 Defining a Brand Mantra
7.
4. Case Study Discussion-I
8.
9. Brand Resonance and the Brand Value Chain
5. 10.  Building a Strong Brand: The Four Steps of Brand Building
 The Brand Value Chain
11.
Choosing Brand Elements to Build Brand Equity
 Criteria for Choosing Brand Elements
6.
 Options and Tactics for Brand Elements
 Putting It All Together
12
13. Discussion on Branding issues in Pakistan
7.
14.
Page 165 of 213
 MID TERM EXAMS
MID TERM BREAK
15. Designing Marketing Programs to Build Brand Equity
16.  New Perspectives on Marketing
 Integrating Marketing
8.  Product Strategy
 Pricing Strategy
 Channel Strategy

17. Leveraging Secondary Brand Associations to Build Brand Equity

18.  Conceptualizing the Leveraging Process
 Company
 Country of Origin and Other Geographic Areas
 Channels of Distribution
9.
 Co-Branding
 Licensing
 Celebrity Endorsement
 Sporting, Cultural, or Other Events
 Third-Party Sources
19. Case Study Discussion-II
10.
20.
21. Measuring Outcomes of Brand Equity: Capturing Market Performance
11. 22.  Comparative Methods
 Holistic Methods
23. Introducing and Naming New Products and Brand Extensions
24.  New Products and Brand Extensions
 Advantages of Extensions
12.  Disadvantages of Brand Extensions
 Understanding How Consumers Evaluate Brand Extensions
 Evaluating Brand Extension Opportunities
 Extension Guidelines Based on Academic Research
25. Managing Brands Over Geographic Boundaries and Market Segments
26.  Regional Market Segments
 Other Demographic and Cultural Segments
 Rationale for Going International
 Advantages of Global Marketing Programs
13.
 Disadvantages of Global Marketing Programs
 Global Brand Strategy
 Standardization versus Customization
 Developing versus Developed Markets
 Building Global Customer-Based Brand Equity
27. Final Project and Class Presentations
14.
28.
END TERM EXAMS

Topic related exercises and assignments – Throughout the term as we cover different topics and
exercises related to brand Management. These exercises might include written assignments, online
discussions, or outside activities and case studies

Final Project
Students are required to work on a brand Management project during the term. The topics will be
assigned by the course instructor and students are required to work individually on the assigned
project. The project can be any facet of a brand Management

Page 166 of 213

Course Title: New Product Development
Course Code: MKT-478
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:

As a marketing elective, this course focuses on detail and advanced knowledge regarding the different
phases of product development. To be able to comprehend this knowledge, prerequisite subjects are
Principles of Marketing, Strategic Marketing and preferably Entrepreneurship.

Course Objectives:

a. Gain a solid understanding of key new products development concepts and strategies.
b. Apply concepts and strategies to diverse products, services, and situations within the
organization and how to gain competitive advantage.
c. Develop strong new product or service ideas, strategies and communicate your
recommendations and rationale persuasively.
d. Evaluate and develop the new products or/and services.

INTENDED COURSE LEARNING OUTCOMES:

After successful completion of this course, students will be able to:

a. Explain key planning and innovation as well as development concepts, and apply them to marketing.
b. Analyze factors affecting the competitive position of an organization, including the
opportunity identification, concept generation, concept/project evaluation, development
and launch.
c. Explain key elements of PIC (Product Innovation Charter).
d. Formulate and implement new products development in line with an organization's
competitive positioning.
Textbook
[Link] Crawford ,New Product Development/Management (9th /11th Edition)

Reference Material
 Case Studies will be provided along with the course pack in advance.
 [Link] Crawford (10th edition) New product management.
 Additional slides/handouts/information will also be shared in-class, as appropriate.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 167 of 213

 COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. (Chapter 1) The Menu
Figure 1.2, 1.3, 1.4, 1.5
2.
 What’s special about this field?
1.  What is a new product?
 What about new service, Business to Business Products and International Products?
 Is New Products Management an Art or a Science?
 Careers in the field of New Products.
3. (Chapter 2) The New Products Process
4. Figure 2.1, 2.2, 2.3
 The basic new products process (5 phases)
2.  The concept life cycle
 What about new services? (4 scales of goods and services)
 Voice of Customers VOC
 Probe and learn and Lickety-stick.
5. (Chapter 3) Opportunity Identification and Selection
6. Figures 3.1, 3.4
 Why have strategic planning?
 A strategy for a ‘Company within a company’
3.
 New product strategy inputs
 The Product Innovation Charter (goals and objectives, special guidelines

Case Study: Kellogg page 75

7. (Chapter 4) Preparations and Alternatives
8. Figures 4.2, 4.3, 4.4, 4.5
 Setting
4.  Preparation
 The concept
 Important sources of readymade new product ideas
Case Study: toy industry (page 107)
9. Presentations on self made ideas for new product/products development with the help
5.
10. of topics studied till date.
11. (Chapter 5) Problem Based Ideation
12 Figure5.1
 The overall system of internal concept generation
6.  Gathering the problems
 Scenario analysis
 Solving the problems
Case: Earning Organizational Respect
13. Mega Quiz and questions and queries
7.
14.
MID TERM EXAMS
MID TERM BREAK
15. (Chapter 6) Analytical Attribute Approaches
16.  Understanding why customers buy a product?
8.  Gap analysis
 Perceptual gap maps based on attribute ratings (AR)
 Perceptual gap maps based on overall similarities (OS)
9. 17. (Chapter 8) The Concept Evaluation System

Page 168 of 213

 18. Figures 8.1, 8.2, 8.3, 8.6
 What’s going on in the New Product Process?
 The cumulative expenditures curve.
 Planning the evaluation system
 A-T-A-R Model
Case Study: Concept Development Corporation (Page 189)
19. (Chapter 9) Concept Testing
20.  Importance of Up-Front Evaluations
 PIC
 Market Analysis
10.  Initial reaction
 Concept testing and development
 What is a new product concept? Its purpose
Case Study: Nokia (page 215)

21. Final Presentations of the Project

11.
22.
23. (Chapter 12) Product Protocol
24. Figures 12.2, 12.3
 Settings and Review
12.  Purpose of protocol
 Protocol’s Specific Contents
 Protocol and voice of customer

25. (Chapter 14) Development Team Management

26.  What is a team?
13.  Building a team
 Managing a team
Case Study: Marko Products (page 341)
27. Mega Quiz and questions and queries
14.
28.
END TERM EXAMS

Page 169 of 213

Course Title: Personal Selling
Course Code: MKT-477
Credit Hours: 3+0
Course Instructor:

PREREQUISITES
Personal Selling is a marketing elective subject and assumes that the student must have basic
understanding of marketing concept and strategies as well as adaptive business concepts.
Principle of Marketing and Introduction to Business (A South Asian Edition).

TEXTBOOK
Selling; Building Partnership (9th Edition); by Stephen B. Castleberry and John F. Tanner

COURSE DESCRIPTION
Selling: Building Partnerships was the first text to bring a partnership/relationship approach into the
selling course, offering a solid framework on which to hang plenty of practice and real-world
application. The eighth edition of this popular text builds on that foundation with updated content,
improved hands on exercises, and powerful technology that’s sure to make the material more
engaging for professors and students alike. It’s going to help students distinguish various phases of
the selling process and how to apply different questions to different selling situations. This course
will also help to guide the students understand what is involves in the presentation and the
demonstration. The role plays with in the class will assist how to deal with buyers objections and
understand and apply the art of negotiation. There are ways to handle and close the sale and through
this book one can get the grip on the concepts. Personal selling helps to comprehend the customer
needs and long term survival within the competitive era. One can get the concept very clear that
marketing is not about using deceptive and manipulative tactics and also need to avoid high pressure
sales techniques. Not only good communication skills get enhanced but also help ethical standards
get developed.

REFERENCE MATERIAL
 Case Studies will be provided along with the course pack in advance after selection.
 Selling; building partnership (8th Edition); by Stephen B. Castleberry and John F.
Tanner
 Additional slides/handouts/information will also be shared in-class, as appropriate.

COURSE OBJECTIVES
The course objectives are:-
e. Gain a solid understanding of Personal Selling concepts and strategies.
f. Apply concepts and strategies to diverse products, services, and situations within
the organization and with the customers for a long term survival.
g. Develop strong new product or service ideas, strategies and communicate your
recommendations and rationale persuasively.
h. Evaluate and develop the new products or/and services in order to fulfill customer’s
needs and wants.
i. Establish ethical standards, negotiation skills and handling objections.
j. How personal selling and CSR can be linked together in this competitive era?

COURSE OUTCOMES
After successful completion of this course, students will be able to:
e. Explain key communication and negotiation as well as handling objections concepts,
and apply them to marketing with in the competitive era.
f. Analyze factors/characteristics affecting the competitive position of sales people within
an organization.
g. Explain key elements of communication principles and usage of adaptive selling
techniques.
h. Formulate long term business relationship and managing your career by understanding
yourself and the company.
Page 170 of 213
 ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 6
Assignements(s)
Class Participation
Présentations 4
Case Discussion 2
LabWork/Practical Project 8
AnyOther
Total 20 20
GRAND TOTAL 100
1. Case studies will be provided by the instructor. Theses case studies will be only for class
discussion and will not be asked in final paper.

2. Instructors at regional campuses may please give case studies with their own choice.

Week Lecture TOPICS TO BE COVERED

1.
1. Introduction to Personal Selling and Personal Selling in Pakistan
2.
3. Selling and Salespeople
 Why Learn about Personal Selling
 Creating Value: The Role of Salespeople in Business
 What Do Salespeople Do?
2.
4.  Types of Salespeople
 Characteristics of Successful Salespeople
 Rewards in Selling
 The Building Partnerships Model
5. Ethical and Legal Issues in Selling
 Ethics and Personal Selling
3.  Selling Ethics and Relationships
6.
 Legal Issues
 International Ethical and Legal Issue
7. Using Communication Principles to Build Relationships
 Building Relationships through Two-Way Communication
 Sending Verbal Messages Effectively
4.  Active Listening
8.
 Reading Nonverbal Messages from Customer
 Sending Messages with Nonverbal Communication
 Communicating via Technology
9. Adaptive Selling for Relationship Building
 Types of Presentations
 Adaptive Selling and Sales Success
5.  Knowledge Management
10.
The Social Style Matrix: A Training Program for Building Adaptive Selling
Skills
 Systems for Developing Adaptive
6. 11. Prospecting

Page 171 of 213

  The Importance of Prospecting
 Characteristics of a Good Prospect
12
 How and where to Obtain Prospects
 Lead Qualification and Management
13. Role play Case Studies
7.
14.
MID TERM EXAMS
15. Making the Sales Call
 Making a Good Impression
8.  Identifying the Prospect’s Needs: the Power of Asking
16.
 Offering Value: The Solution to the Buyer’s Needs
 Building Credibility during the Call
17. Responding to Objections
 The Goal Is to Build Relationships and Sell Value
 When Do Buyers Raise Objections?
 Common Objections
9.
18..  Behaviors of Successful Salespeople
 Effective Response Methods
 The Price Objection
 Dealing with Tough Customers
19. Obtaining Commitment
 Securing Commitment Today
 Financial Terms and Conditions
 When to Attempt to Obtain Commitment
10.  How to Successfully Obtain Commitment
20.
 Effective Methods
 If Commitment is Obtained
 If Commitment is not Obtained
 Bringing the Interview to Close
21 Formal Negotiating
 The Nature of Negotiation
11
22  Planning for the Negotiation Session
 The Negotiation Meeting
23 Building Partnering Relationships
 The Value of Customers
 Relationships and Selling
12.
24  Managing Relationships and Partnering
 Phases of Relationship Development
 Characteristics of Successful Relationships
25 Role play Case Studies
13.
26
27 Final Project Presentations
14.
28
END TERM EXAMS

Page 172 of 213

Course Title: Retail Marketing
Course Code:
Credit Hours: 3+0
Course Instructor:

PREREQUISITES: Retail Management is a specialization subject and assumes that the student must have
basic understanding of basic Marketing course.

TEXT BOOK
 Retailing Management (9th/ 10th Edition) by Michael Levy, Barton A. Weitz & Dhruv Grewal,
McGraw-Hill.

REFERENCE BOOKS AND MATERIAL

 Retail Management: Barry Berman, Joel Evans, 13th Edition, Pearson

 Harvard Business Review Case studies
 Research Articles
 Articles about latest scenario prevailing in the Retail Industry of Pakistan.

Course Description: This course provides the student with a comprehensive view of retailing, an analysis of the
retail environment and exposure to issues and developments in the industry. Retailing is changing today, and the
successful business will know how to identify, adapt, and plan with these changes.
This course is divided into four (4) sections, which are Retailing Environment, Retailing Strategy,
Merchandise Management and Store Management. . The course focuses on the retail industry including
retailers of consumer services, the content of the course is useful for students interested in working for
companies that interface with retailers such as manufacturers of consumer products or for students with a
general management or entrepreneurial interest.

Course Objectives: The main objectives of this course are

 To understand the impact of retailing on the economy.
 To see how retailing fits within the broader disciplines of business and marketing.
 To understand retailing’s role in society and, conversely, society’s impact on retailing.
 To recognize the operations-oriented policies, methods, and procedures used by successful retailers in
today’s global economy.
 To know the responsibilities of retail personnel in the numerous career positions available in the retail
field.

Course Outcomes: After successful completion of this course, students will be able to
 Understand consumer motivations for evaluating retail offering and purchasing merchandise and
services.
 Know how retailer’s differentiate their offering as an element in their corporate strategy;
 Understand factors affecting strategic decisions involving investments in locations, supply chain and
customer retention programs.
 Know how retailer’s communicate with their customers
 A comprehensive and in-depth knowledge of tactics (pricing, merchandise assortment, store
management, visual merchandising, customer service) for extracting profit from a retail offering

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)

Page 173 of 213

 Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Class & Course Introduction

Introduction to the World of Retailing

 What Is Retailing
1.
 Social and Economic Significance of Retailing
2.  The Growing Importance of Retailing and Retailers
 Management and Entrepreneurial Opportunities
 The Retail Management Decision Process
3. Types of Retailers
 Retailer Characteristics
 Food Retailers
2. 4.  General Merchandise Retailers
 Service Retailing
 Types of Ownership
5. Multichannel Retailing
 Non-store Retail Channels
3.  Relative Benefits of Retail Channels
6.  Challenges Facing Multichannel Retailers
 Multichannel Shopping in the Future
7. Retail Market Strategy
 What Is a Retail Strategy?
 Central Concepts in a Retail Market Strategy
4.
 Growth Strategies
8.  Global Growth Opportunities
 The Strategic Retail Planning Process
9.
5. Case Study Discussion-I
10.
11. Retail Locations
 Types of Retail Locations
 Unplanned Locations
 Shopping Centers and Planned Retail Locations
6.
12  Shopping Centers and Planned Retail Locations
 Nontraditional Locations
 Location and Retail Strategy
 Societal and Legal Considerations
13.
7. Discussion on Retailing in Pakistan
14.
MID TERM EXAMS
MID TERM BREAK
8. 15. Buying Merchandise

Page 174 of 213

 16.  Brand Alternatives
 Buying National-Brand Merchandise
 Developing and Sourcing Store-Brand Merchandise
 Negotiating with Vendors
 Strategic Relationships
 Legal, Ethical, and Social Responsibility Issues for Buying
Merchandise

17. Retail Pricing

18.  Pricing Strategies
 Considerations in Setting Retail Prices
9.
 Markdowns
 Pricing Techniques for Increasing Sales and Profits
 Legal and Ethical Pricing Issues
19.
10. Case Study Discussion-II
20.
21. Retail Communication Mix
22.  Traditional Media Elements
11.  New Media Elements
 Communications Programs Build Brand Images and Customer Loyalty
 Planning the Retail Communication Program
23. Store Layout, Design, And Visual Merchandising
24.  Store Design Objectives
 Store Design Elements
12.
 Space Management
 Visual Merchandising
 Creating an Appealing Store Atmosphere
25. Customer Service
26.  Strategic Advantage through Customer Service
13.  Customer Evaluations of Service Quality
 The Gaps Model for Improving Retail Customer Service Quality
 Service Recovery
14. 27. Final Project and Class Presentations
28.
END TERM EXAMS

Topic related exercises and assignments– Throughout the term as we cover different topics and exercises
related to Retail Management. These exercises might include written assignments, online discussions, or
outside activities and case studies. Presentations and regular assignments ensure that the student gets
value from this course.

Final Project
Students are required to work on a project during the term. The topics will be assigned by the course
instructor and students are required to work individually on the assigned project. The project can be
based on any facet of Retail Management.

Page 175 of 213

Specialization Courses
(Supply Chain Management)

Page 176 of 213

Course Title: Inventory Management
Course Code: SCM-485
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Students accepted for the BBA, MBA in Supply Chain Management (SCM) Program are eligible for
the course

Course Objectives:
On completion of the course the students will be able to carrying out the routine but vital
responsibilities of Inventory Management and handling major challenges facing to Supply Chain
Management.

Textbooks (or Course Materials) with Edition

 Text Book: Inventory Control and Management.
 Authors: Donald Waters, Latest Edition

Reference Materials
 Case studies
 Inventory Management road map
Generic Skills

The following generic skills are trained in the course

 Presentation skills
 Information retrieval
 Analytical skills
 Academic writing

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project

Page 177 of 213

 Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Week Lecture Topics to be Covered

No. No.
1. 1 Introduction to Stocks and Inventories
2 Introduction to Stocks and Inventories
3 Stocks within an Organization
2. 4 Stocks within an Organization
5 Economic Order Quantity
3. 6 Economic Order Quantity
7 Models for Known Demand
4. 8 Models for Known Demand
5. 9 Models for Uncertain Demand
10 Models for Uncertain Demand
6. 11 Case Study
12 Review
13 Revision
7. 14 Revision
MID TERM EXAMS
15 Sources of Information
8. 16 Sources of Information
17 Forecasting Demand
9. 18 Forecasting Demand
19 Planning and Stocks
10. 20 Planning and Stocks
21 Material Requirements Planning
11. 22 Material Requirements Planning
23 Material Requirements Planning
12. 24 Just-in-Time
25 Just-in-Time
13. 26 Just-in-Time
14 27 Case Study
28 Quiz/ Presentation

END TERM EXAMS

Page 178 of 213

Page 179 of 213
Course Title: Logistics Management
Course Code: SCM-483
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:

 Students should be specialized in Logistics Management & Strategy that support the need to
disseminate knowledge and understanding of logistics in an easy to read way.

COURSE DESCRIPTION/OBJECTIVES:
 It describe the way that materials move into organization from suppliers, through
the operation with in organization and then out to the customers.
 Brought view of logistics looking at every kind of organization & moving every kind
of material.
 Understanding about increasing strategic importance of logistics.

INTENDED COURSE LEARNING OUTCOMES

After successful completion of this course, students will be able to:

 Understand the structure of supply chains and the different ways through which supply chains can
become competitive in the market.
 Explain how to use the levers of the logistics strategy to redefine the points necessary to make this
harmonization.
 Analyze the importance of the term “value creation” and to propose actions in the field of
management of logistics costs towards the creation of value.
 Distinguish the forces shaping international logistics in a global market.
 Assess accurately the risks occurred due to loss of focus on the satisfaction of end-customer demand.
 Produce and combine effectively the options available for managing inventory and orders per case.
PROVISION OF SOFT SKILLS

 Ability to communicate effectively through presentation, email, and team discussion

 Ability to logically organize thoughts
 Time management
 Ability to present oneself to confidence

RECOMMENDED TEXT BOOK

 Logistics Management, Donald Waters & Logistics Management.

 Strategy, 3rd edition, Alan Harrison and Remko Van Hoek.

REFERENCE BOOKS
 Lean Supply Chain & Logistics Management by Paul Myerson

Page 180 of 213

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Presentations 3
Case Discussion 3
Lab Work/Practical Project 5
Any Other
Total 20 20
Grand Total 100

COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. Introduction of logistics, The supply chain, Activities of Logistics
1.
2. Aims of Logistics, Importance of Logistics, Case Study
3. Progress in logistics, Current trends in logistics, Integrating logistics
2. within organization
4. Competing Through Logistic
5. Integration along the supply chain
3.
6. Achieving integration
7. logistic strategy, strategic decision
4.
8. Designing a logistic strategy, Case Study
9. Implementing the strategy
5.
10. Implementing the strategy
11. Transport
6.
12 Transport
13. Review
7.
14. Quiz & Presentation
MID TERM EXAMS
MID TERM BREAK
15. Measuring and improving performance
8.
16. Measuring and improving performance
17. Controlling material flow time
9.
18. Controlling material flow time, Case Study
19. Warehousing and Material Handling
10.
20. Warehousing and Material Handling
21. Procurement
11.
22. Procurement
23. Inventory Management
12.
24. Inventory Management
25. Global Logistics
13.
26. Global Logistics
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS
Page 181 of 213
Course Title: Introduction to Supply Chain Management
Course Code: SCM-481
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Students should be specialized in Strategy Planning & Operations aspects.

Course Objectives:
 To cover high level supply chain strategy & concepts..
 Strategic role of the supply chain.
 Key strategic drivers of supply chain performance.
 Analytic methodologies for supply chain analysis.

Learning Outcomes:

Textbooks (or Course Materials) with Edition:

 Supply Chain Management, 4th edition, Sunil Chopra.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 182 of 213

COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. What is supply chain, Objective of supply chain
1.
2. Importance of supply chain, Decision phases in supply chain
3. Process view of supply chain
2.
4. Supply chain macro process in a firm, case study
5. Competitive & Supply chain strategic, Achieving strategic fit
3.
6. How strategic fit achieved
7. How strategic fit achieved & obstacles to achieving strategic fit
4.
8. Quiz & Presentation
9. Drivers of supply chain performance & Facilities
5.
10. Inventory and transportation
11. Information and sourcing
6.
12 Pricing
13. Review
7.
14. Quiz and presentation
MID TERM EXAMS
MID TERM BREAK
15. Role of distribution in Supply chain, Factors influencing distribution
8. network
16. Design option for a distribution network
17. Design option for a distribution network
9.
18. E-business and the distribution network & impact of e-business on cost
19. The role of transportation in supply chain & modes of transportation
10.
20. Modes of transportation & Case Study
21. Design option for a transportation network & trade-off in transportation design
11.
22. Tailored transportation and role of IT in Transportation
23. Planning Supply & Demand in Supply chain
12.
24. Planning Supply & Demand in Supply chain & Case study
25. Information technology in supply chain
13.
26. Information technology in supply chain
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS

Page 183 of 213

Course Title: Procurement
Course Code: SCM-482
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:

 Students should be specialized in Purchasing objectives & development key procurement

issues & applications.

COURSE DESCRIPTION/OBJECTIVES:

 Gain knowledge on the basics of purchasing and procurement

 Scope of purchasing activity & its evaluation, relevant strategic issues.
 Learn about basic risk management and mitigation strategies related to purchases
 Key purchasing variables of quality, inventory, lead time, sourcing, price &
negotiation.
 Important purchasing activities.
 Obtain the knowledge to conduct a competitive solicitation, evaluate bids and award
a contract
 Contract Management & performance measurement.
 Apply critical thinking to procurement processes
 Gain knowledge about the approach to engaging contract managers and handing off
contracts for contract monitoring
 Steps to negotiate with a contractor
 Apply policies for direct-buy, competitive, sole source and emergency procurement

INTENDED COURSE LEARNING OUTCOMES

 Examine the key processes of procurement management in order to excess their roles in
business system.
 Apply the knowledge of procurement to make appropriate procurement decision in
different business situation.
 Recommend sourcing strategies and select supplier evaluation system.

PROVISION OF SOFT SKILLS

 Ability to communicate effectively through presentation, email, and team discussion

 Ability to logically organize thoughts
 Time management
 Ability to present oneself to confidence

RECOMMENDED TEXT BOOK

 “The Procurement and Supply Manager’s Desk Reference”
By Fred B. Sollish, C.P.M, John Semanik, C.P.M.

REFERENCE BOOKS
 “Handbook of Procurement”
By Nicola Dimitri, Gustavo Piga & Giancarlo Spagnolo

Page 184 of 213

ASSESSMENT INSTRUMENT WITH WEIGHTS

[Link] Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Presentations 3
Case Discussion 3
Lab Work/Practical Project 5
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. PROCUREMENT AND BEST BUSINESS PRACTICES
Understanding Procurement & Conveying Requirements.
1.
2. Finding Innovative Methods and Exploring & Creating Strategic
Plans and Tactics.
3. Alternatives & Internal Cost-Related Analysis Tools & Keeping
Supplier Information. & Case study.
2.
4. SOURCING MANAGEMENT
Establishing, Creating and Organizing Requirements.
5. Locating and Developing Sources of Supply & Types of
Competition.
3.
6. Managing Sourcing Data, Types of Sourcing, Maintaining Sourcing Lists &
Case Study.
7. QUALITY
(What is Quality? Performance quality & conformance quality, Quality
4.
assurance & quality control).
8. Managing Quality Performance.
9. Ensuring Quality Performance & Case study.
5. 10. CONTRACT ADMINISTRATION
Contract Essentials.
11. Contracts for Legal Requirements Aligning
6. 12 Reviewing Contracts and Practices with Policy Maintaining Procurement
Documents and Records & Case study.
13. Review
7.
14. Quiz & Presentation
MID TERM EXAMS
MID TERM BREAK
15. ADMINISTERING CONTRACTS FOR OPTIMUM
SUPPLIER PERFORMANCE
8. Managing Contract Compliance
16. Tracking and Expediting Deliveries & Handling Supplier-Related Deviations
& Case study.
Page 185 of 213
 17. NEGOTIATIONS.
Assessing the Negotiating Environment
9.
18. Gathering Information and Analysis, Preparing for the Negotiation,
Conducting the Negotiation & Case study.
19. LEVERAGING COMPUTER SYSTEMS.
Using Basic Information Technology Processes
10.
20. Using Software for Procurement
Sourcing Supply Management Tools & Case study.
21. STRATEGIC PLANNING FOR PROCUREMENT
Developing Demand- and Forecast-Based Procurement Strategies
11.
22. Planning Procurement Requirements
Conducting Market Analysis
23. THE PROCUREMENT ORGANIZATION
Planning Procurement Strategies and Objectives
12. Developing Departmental Goals and Objectives & Case study.
24. Formulating Operational Policies and Procedures
Evaluating Procurement Department Performance
25. HUMAN RESOURCES FOR PROCUREMENT.
Leading the Supply Management Team.
13. Recruiting, Hiring, Promoting, and Terminating Employees
26. Training for Professional Competence
Job Performance
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS

Page 186 of 213

Specialization Courses
(Entrepreneurship)

Page 187 of 213

Course Title: Entrepreneurial Finance
Course Code:ENTR-482
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Course Objectives:
To understand and handle your own and corporate business this course will equip the students with
appropriate subject knowledge and practical skills for managing business investments and Marketing,
fundraising for startups.
A thorough emphasize on writing business plan and developing the idea into a proto type project and
eventually a startup will provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan

Learning Outcomes:

Textbooks (or Course Materials) with latest Edition:

Entrepreneurial Finance by J. Chris Leach, Ronald W. Melicher

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 188 of 213

COURSE CONTENTS

Week # Lecture # TOPICS TO BE COVERED

1. (CH 1) Nature and Importance of Entrepreneurship , Entrepreneurial
1. Mindset and research
2. (CH 1) Venture life cycle
3. (CH 2) Idea to the business plan
2.
4. (CH 2) Idea to the business plan
5. (CH 3) Organizing and Financing a new Business
3.
6. (CH 3) Organizing and Financing a new Business
7. (CH 4) Measuring Financial performance
4.
8. (CH 4) Measuring Financial performance
9. (CH 5) Evaluating financial performance
5.
10. (CH 5) Evaluating financial performance
11. (CH 6) financial planning Short term
6.
12 (CH 6) financial planning Long term
13. (Case Study)
7.
14. (Case Study)
. MID TERM EXAMS
. MID TERM BREAK
19. (CH 8) Securities for obtaining venture capital
8.
20. (CH 8) Law for obtaining venture capital
21. (CH 9) Valuing early stage venture
9. 22. (CH 9) Valuing early stage venture
23. (CH 10) Venture valuation Methods
10.
24. (CH 10) Venture valuation Methods
25. (CH 11) Other financing alternatives (Case study)
11.
26. (CH 11) Other financing alternatives (Case study)
27. (CH 12) Security strictures and determining Value
12.
28. (CH 12) Security strictures and determining Value
29. (CH 13) Exit and turnaround Strategies
13.
30. (CH 13) Exit and turnaround Strategies
14. Final project presentations
.
End term examination

Page 189 of 213

Course Title: Entrepreneurial Marketing
Course Code: ENTR-483
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Course Objectives:
This course will equip the students with appropriate subject knowledge and practical skills for managing
business investments and marketing, to analyses different marketing strategies for startups. A thorough
emphasize on writing marketing plan and developing the idea into a proto type project and eventually a
startup will provide a sound platform for a successful business which will contribute and boost
economic activity in Pakistan.

Textbooks (or Course Materials) with latest Edition:

Marketing for Entrepreneurs: Concepts and Applications for New Ventures (2012), Frederick Crane.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Page 190 of 213

Week # Lecture # TOPICS TO BE COVERED
1. (CH 1) Introduction to Entrepreneurship, Nature and Importance of
1. Entrepreneurship
2. (CH 1) Introduction to Marketing for the Entrepreneur
3. (CH 2) Finding and Evaluating Entrepreneurial Opportunities
2.
4. (CH 2) Finding and Evaluating Entrepreneurial Opportunities
5. (CH 3) Segmentation/ Positioning/Differential Advantage
3.
6. (CH 3) Segmentation/ Positioning/Differential Advantage
7. Case study
4.
8. Case study
9. (CH 4) Developing Products and Services
5.
10. (CH 4) Developing Products and Services
11. (CH 5) Building and Sustaining a Brand
6.
12 (CH 5) Building and Sustaining a Brand
13. (CH 6) Entrepreneurial Pricing
7.
14. (CH 6) Entrepreneurial Pricing
. MID TERM EXAMS
. MID TERM BREAK
19. (CH 8) Developing Effective Distribution Strategies
8.
20. (CH 8) Developing Effective Distribution Strategies
21. (CH 9) Developing and Presenting Marketing Plans
9. 22. (CH 9) Developing and Presenting Marketing Plans
23. (CH 10) Personal Selling for the Entrepreneur
10.
24. (CH 10) Personal Selling for the Entrepreneur
25. (CH 11) Media for the Entrepreneur (Case study)
11.
26. (CH 12) Media for the Entrepreneur (Case study)
27. (CH 13) Franchising for the Entrepreneur
12.
28. (CH 13) Franchising for the Entrepreneur
29. (CH 14) Sustainability for the Entrepreneur
13.
30. (CH 14) Sustainability for the Entrepreneur
14. Final project presentations
End term examination

Page 191 of 213

Course Title: Social Entrepreneurship
Course Code: ENTR-484
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Course Objectives:

To understand and handle your own and corporate business this course will equip the students with
appropriate subject knowledge and skills for identifying social business opportunity, managing business
investments and Marketing, fundraising for startups.

A thorough emphasize on writing business plan and developing the idea into a proto type project and
eventually a startup will provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan.

Textbooks (or Course Materials) with latest Edition:

Bornstein, D. and Davis, S., Social Entrepreneurship: What Everyone Needs to Know (Oxford, Oxford
University Press, 2010)

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

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Week # Lecture # TOPICS TO BE COVERED
1. (CH 1) Introduction to social entrepreneurs
1.
2. (CH 1) Introduction to social entrepreneurship: The journey ahead
3. (CH 2) Creating social change: The social value proposition and identifying
a social business opportunity
2.
4. (CH 2) Creating social change: The social value proposition and identifying
a social business opportunity
5. (CH 3) Understanding poverty: The Millennium Development Goals
3.
6. (CH 3) Understanding poverty: The Millennium Development Goals
7. (CH 4) Human-Centered Design: Partnering with the targeted community to
address social problems
4.
8. (CH 4) Human-Centered Design: Partnering with the targeted community to
address social problems
9. (CH 5) Developing a theory of change: Starting with the social impact
5.
10. (CH 5) Developing a theory of change: Starting with the social impact
11. (CH 6) Envisioning an innovative society: The role of social innovation
6.
12 (CH 6) Envisioning an innovative society: The role of social innovation
13. Case Study
7.
14. Case Study
. MID TERM EXAMS
. MID TERM BREAK
19. (CH 7) The business model: Creating a social business model
8.
20. (CH 7) The business model: Creating a social business model
21. (CH 8) Funding social ventures: Strategies for success
9. 22. (CH 8) Funding social ventures: Strategies for success
23. (CH 9) The driving force behind social entrepreneurship: Measurement and
scaling social impact
10.
24. (CH 9) The driving force behind social entrepreneurship: Measurement and
scaling social impact
25. (Case Study)
11.
26. (Case Study)
27. (CH 10) The future: Reflection
12.
28. (CH 10) The future: Reflection
29. (CH 10) The future: Shared experiences
13.
30. (CH 10) The future: Shared experiences
14 Final project presentations
14. Final project presentations
. End term examination

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 Research Report
(BBA-FYP)

Standard Operating Procedure (SOP) for BBA Research Project

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BBA research project is mandatory for degree requirement at National University of Modern Languages.
It worth’s 06 Credits hours in total.

Policies for BBA Research Project

1. Registration of Student

a. Eligibility
The pre-requisite incudes full completion of sixth semester. Students with one course deficient can avail
this opportunity only subject to the formal approval from the HOD. Students with more than one course
deficient will not be catered.
b. Allotment of Supervisor
A group of 2-3 students will be displayed by Program Coordinator after formal approval of the HOD and
Dean.

c. Research Project Option

By analyzing the industries dynamic, student are supposed to opt any one of the following option for
their FYP.
i. Business plan
ii. Business Consultancy Report
iii. Business Research Paper

d. Supervisor Consent and meeting record

Students must submit their supervisor consent form and finalized topic to program - coordinator with in
the first two weeks of displaying the final list (Annexure-FYP-1).

After that students are meant to complete their FYP under the guidance of supervisor. Minimum criteria
of meeting between supervisor and supervisee is established on five meetings (Annexure-FYP-2) which
will be submitted to program coordinator at the completion of project duly signed by supervisor and
supervisee.

2. Research Report Contents

Content of Research Report includes Business Plan, Business Consultancy Report and Business
Research Report as mentioned in Annexure -FYP-3

3. Time Frame
Students must complete their FYP in 8th semester, before the start of final term examination. In case
student is interested to avail an extension in the submission of FYP, only HOD and DEAN can take the
final decision, by considering the recommendations of program coordinators.

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 4. Evaluation
For the evaluation of student’s group wise presentation, a list will be displayed on notice board. Within a
week of receiving this notice, all groups must submit three spiral copies of FYP and will deliver the
presentation in front of academic committee which comprises of

i. HoD
ii. Program Coordinator
iii. Supervisor
iv. 3 Panel Members
The presence of committee members is mandatory for business project presentation. For this, students
FYP is evaluated according to the predetermined criteria and weightage (Annexure FYP-4). Maximum
marks are 200 for FYP. Committee members will finalized the Business Research Report grade by a
majority vote. The form FYP-5, showing the final result must be signed by all members of the
committee. For further proceeding it will be submitted to the BBA Program manager.

5. Submission of Hard Copy

Within the 10 days of provisional result announcement, student has to prepare their binded copies and get
it signed by the Head of Department and supervisor. For the final submission, approved version of FYP
will be submitted to the student support office.

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 BUSINESS PLAN
(ORGANIZATION NAME)

Ali A. Rehman

Submitted in partial fulfillment of the requirements for the

degree of Master / Bachelor of Business Administration

at

National University of Modern Languages

Islamabad, Pakistan
December 2008

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 NATIONAL UNIVERSITY OF MODERN LANGUAGES
Faculty of Management Sciences

It is hereby certified that the Business Plan has been thoroughly and carefully read and
recommended to the Faculty of Management Sciences for acceptance of Final Report. by Ali
A. Rehman (Student Name), Roll No.________________, Session (Jan 2007 to Dec 2008) Mor / Eve,
in partial fulfillment of the requirements for the degree of Master / Bachelor of Business
Administration of National University of Modern Languages Islamabad.

Dated: Dec 15, 2008

Supervisor Name

Supervisor Signature

Panel Member Name

Panel Member Signature

Program Coordinator:

Head of Department:

Page 198 of 213

Page 199 of 213
 Table of Contents

Table of Contents…………………………………

1. Executive Summary
 Be written last, but should be come at first place.
Content of Executive Summary

 Business opportunity and vision

Page 200 of 213

  The market and projection
 The comparative advantage
 Management Team
 The offering
2. Business Introduction
 Mission statement (business purpose)
 Company vision (statement about company growth)
 Business goals and objectives
 Brief history of the business
 List of key company principals
 Stake Holder of your business.
3. The Company (Form of a company)
 Legal status of company
4. The Industry
 Industry Structure
 Industry Trend
5. Market Analysis and Marketing Plan
 Market Size
 Identify your target market
 Provide a general profile of your targeted clients
 Describe what share of the market you currently have and/or anticipate
 Competition
 Describe your channels of distribution
 Explain your sales strategy, specific to pricing, promotion, products and place (4Ps)
6. Operational Plan
7. Description of Products and Services
 Specifically describe all of your products and services
 Explain how your products and services are competitive
 If applicable, reference a picture or brochure of your products, which would be included
in the plan’s appendix
 Product development stages
 Manufacturing plan
 Maintenance and support
8. Organization & Management
 Organization chart
 Provide a brief bio description of key managers within the company
 Advisory Board, if applicable
 Board of Directors, if applicable

9. Financial Management
New Business (Assumptions)

 Estimate of start-up costs

 Projected balance sheet (1 year forward)

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  Projected income statement (1 year forward)
 Projected cash flow statement (12 months forward)

Existing Business

 Balance sheets (last 3 years)

 Income statements (last 3 years)
 Cash flow statement (12 months)

If Applying for a Loan

 Current personal financial statement on each principal

 Federal tax return for prior year

10. Appendices
 Company brochures
 Resumes of key employees
 List of business equipment
 Copies of press articles and advertisements (if available)
 Pictures of your business location and products (optional)
 Information supporting the growth of your industry and/or products (optional)
 Key business agreements, such as lease, contracts, etc. (optional)

Report Format
The report should have the following format.
 One (1) inch margin on all sides of the paper
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  Double line spacing
 Typeface in 12 point Times New Roman Style
 Topic Heading 14 points Time New Roman Style
 Page numbers at center bottom of the page

Navy Blue color for BBA and Dark Green Color for MBA Executive & BBS for hard
binding with silver monogram and text on outer title.

Report Must Include

 Title Page
 Certificate of Acceptance
 Table of Content
 Text report
 References if any
 Appendices
 Supporting material (Letter of Completion of Internship from the organization)
 Internee Evaluation Performa filled by the organization

Report Must Include

Report and comprehensive viva voice

NOTE: - Student must submit three copy of rough draft to coordinator in spiral
bonding for final presentation.

Student must submit final approved Hard Copy, one for department and one for
himself/herself.

FORMAT FOR PREPARATION OF BUSINESS RESEARCH REPORT

1. ARRANGEMENT OF CONTENTS:

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 The sequence in which the project report material should be arranged and bound should be as
follows:

1. Cover Page & Title Page

2. Bonafide Certificate
3. Candidate Declaration Form
3. Abstract
4. Table of Contents
5. List of Tables
6. List of Figures
7. List of Symbols, Abbreviations and Nomenclature
8. Chapters
9. Appendices
10. References

The table and figures shall be introduced in the appropriate places.

2. PAGE DIMENSION AND BINDING SPECIFICATIONS:

The dimension of the project report should be in A4 size. The project report should be bound
using flexible cover of the thick white art paper. The cover should be printed in black letters
and the text for printing should be identical.

A typical Specimen of Cover Page & Title Page

<Font Style Times New Roman – Bold>

TITLE OF BUSINESS RESEARCH REPORT

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 <Font Size 18><1.5 line spacing>

A BUSINESS RESEARCH REPORT

<Font Size 14>

Submitted by
<Font Size 14><Italic>

NAME OF THE CANDIDATE(S)

<Font Size 16>

Submitted in partial fulfillment for the award of the degree of

<Font Size 14><1.5 line spacing><Italic>

NAME OF THE DEGREE

<Font Size 16>

In MANAGEMENT SCIENCES (14 font, bold)

To

FACULTY OF MANAGEMENT SCIENCES

(Subject or name of the Program in which you are registered)
(Note: Please put the above in parentheses, and do not put Faculty, Department)

National University of Modern Languages

Islamabad, Pakistan
<Font Size 16><1.5 line spacing>

MONTH & YEAR

<Font Size 14>

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 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTY OF MANAGEMENT SCIENCES

BONAFIDE CERTIFICATE
The undersigned certify that they have read the following research report, examined the defence, are satisfied with the
overall exam performance, and recommend the report to the Faculty of Management Sciences

Research Report Title:

Submitted By: _____________________________________ Registration #: __________________

Name of Student

_____________________________________________________
Degree Name in Full (e.g. Bachelor of Business Administration)

___________________________________
Name of Discipline

______________________________
Name of Supervisor
______________________________
Signature of Supervisor

______________________________
Name of Head (MS)
______________________________
Signature of Head (MS)

CANDIDATE DECLARATION FORM

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(Declaration Form to be filled in by Candidate at the time of Submission of Thesis to the Supervisor for Internal and External
Evaluation. Follow this pattern strictly, and also let the dotted lines appear on the page)

I _______________________________________________

Daughter/ Son of _______________________________________

Registration # ________________________________

Discipline _________________________________

Candidate of ______________________________ at the National University of

Modern Languages do hereby declare that the thesis (Title) ________________________

submitted by me in partial fulfillment of MPhil/ PhD degree, is my original work, and has not been submitted or published
earlier. I also solemnly declare that it shall not, in future, be submitted by me for obtaining any other degree from this or any
other university or institution.

I also understand that if evidence of plagiarism is found in my thesis/dissertation at any stage, even after
the award of a degree, the work may be cancelled and the degree revoked.

______________________________
______________ Signature of Candidate
Date

______________________________
Name of Candidate

Abstract – Abstract should be one page synopsis of the project report typed double line spacing,
Font Style Times New Roman and Font Size 14.

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Table of Contents – The table of contents should list all material following it as well as any material
which precedes it. The title page and Bonafide Certificate will not find a place among the items
listed in the Table of Contents but the page numbers of which are in lower case Roman letters. One
and a half spacing should be adopted for typing the matter under this head. A specimen copy of the
Table of Contents of the project report is given in Appendix 1.

List of Tables – The list should use exactly the same captions as they appear above the tables in the
text. One and a half spacing should be adopted for typing the matter under this head.

List of Figures – The list should use exactly the same captions as they appear below the figures in
the text. One and a half spacing should be adopted for typing the matter under this head.

List of Symbols, Abbreviations a n d Nomenclature – One and a half spacing should be adopted or
typing the matter under this head. Standard symbols, abbreviations etc. should be used.

Chapters – The chapters may be broadly divided into 3 parts (i) Introductory c h a p t e r , (ii) Chapters
developing the main theme of the project work (iii) and Conclusion.

The main text will be divided into several chapters and each chapter may be further divided into
several divisions and sub-divisions.

 Each chapter should be given an appropriate title.

 Tables and figures in a chapter should be placed in the immediate vicinity of the reference
where they are cited.
 Footnotes should be used sparingly. They should be typed single space and placed directly
underneath in the very same page, which refers to the material they annotate.

Appendices – Appendices are provided to give supplementary information, which is included

in the main text may serve as a distraction and cloud the central theme.

 Appendices should be numbered using Arabic numerals, e.g. Appendix 1, Appendix 2, etc.

 Appendices, Tables and References appearing in appendices should be numbered and referred to
at appropriate places just as in the case of chapters.

 Appendices shall carry the title of the work reported and the same title shall be made in the
contents page also.

List of References –The listing of references should be typed 4 spaces below the heading
“REFERENCES” in alphabetical order in single spacing left – justified. The reference material
should be listed in the alphabetical order of the first author. The name of the author/authors
should be immediately followed by the year and other details.

A typical illustrative list given below relates to the citation example quoted above.

REFERENCES

Page 208 of 213

1. Ariponnammal, S. and Natarajan, S. (1994) ‘Transport Phonomena of Sm Sel – X Asx’, Pramana
– Journal of Physics Vol.42, No.1, pp.421 -425.

2. Barnard, R.W. and Kellogg, C. (1980) ‘Applications of Convolution Operators to Problems in

Univalent Function Theory’, Michigan Mach, J., Vol.27, pp.8 1–94.

3. Shin, K.G. and Mckay, N.D. (1984) ‘Open Loop Minimum Time Control of Mechanical
Manipulations and its Applications’, [Link]., San Diego, CA, pp. 1231-1236.

3.10.1 Table and figures - By the word Table, is meant tabulated numerical data i n the body of the
project report as well as in the appendices. All other non-verbal materials used in the body of the
project work and appendices such as charts, graphs, maps, photographs and diagrams may be
designated as figures.

4. TYPING INSTRUCTIONS:

The impression on the typed copies should be black in color.

One and a half spacing should be used for typing the general text. The general text shall be typed in the
Font style ‘Times New Roman’ and Font size 14.

*****

Page 209 of 213

Annexure

Page 210 of 213

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTY OF MANAGEMENT SCIENCES

Dated: - ________
SUPERVISOR CONSENT FORM

BBA (Honors)

1. Name: -------------------------------------------------------
Reg. No: ----------------------------------------------------
2. Name: -------------------------------------------------------

Reg. No: ----------------------------------------------------

Research Report Title: ________________________________________________________

______________________________________________________________________________

E-mail Address (Student): ----------------------------------------------------------------------------------

Contact Number (Student): --------------------------------------------------------------------------------

Supervisor Name: ---------------------------------------------------------------------------------------------

Date Received: _________________ Program Coordinator: ________________________

Page 211 of 213

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTYOF MANAGEMENT SCIENCES

EVALUATION PROFORMA
BBA (Honors) Research Report

Name:___________________________ Name: Mr. _______________________

Reg. No. Reg. No.

Title: Business Plan : ____________________________________________________________

Panel Member Name:

Please rate the presentation of the business plan first on each of the eight content areas listed in Part I below, and
then rate the presentation itself in Part II. In Part III, please give the presentation an overall rating from 0 to 100.
Your written comments are very much appreciated and will be shared with the team.

Part I. Coverage of Key Components (please rate each area below on a 5- point scale where 1 =
poor, 5 = excellent)

a) Is there a real opportunity? (forces creating opportunity, prove of a market need, unmet market
need) __________
b) Is there an interesting business concept? (an innovative idea that could be implement)
__________
c) Is there a clearly defined market? (definition, size, market potential, target audience, purchase
decision process) __________
d) Do operations make sense? (how product or service will be produced/delivered/supported,
logistics, staffing) __________
e) Do they know how to make a sale? (marketing, advertising, branding, promotion, selling,
distribution) __________
f) Is it clear how money will be made? (margins, volumes cost structure, revenue drivers)
__________
g) Are the financial statements believable? (projected cash flow, income statement, balance sheet)
__________
h) Do they know how much money they really need to start? (amount, From where, how to get it,
how financiers will get their return) __________
Part II. Professional Assessment of Oral Presentation (again, please rate each area below on a 5-
point scale where 1 = poor, 5 = excellent)
a) Ability to capture audience attention __________
b) Power point or other audiovisuals __________
c) Mastery of facts and material related to venture __________
d) Professionalism of the presentation __________
e) Handling of questions __________

Part III. Separate Overall Recommended Score (out of 200 where 200= Outstanding, I want to
invest!) __________
Written Comments on the Presentation of the Venture (Continue on reverse side if you need more
space):
Panel Member Signature_______________

Page 212 of 213

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTYOF MANAGEMENT SCIENCES

Dated:

CUMMULATIVE REULT PROFORMA FOR THE VIVA VOICE

BBA (Honors) Research Report

Name: Name:
Reg. No. Reg. No.
Name:
Reg. No.
Program: BBA (Honors)

Title: Business Plan

□ Approved without changes

□ Approved with changes

□ Not Approved (Give reasons)

Evaluation Marks (200) %age

Examination committee

1. Malik Mazhar Hussain Program Coordinator: __________________

_________________
Dr. Nadeem Talib
Head of Program

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